SALES FORCE RECRUITMENT SALES FORCE RECRUITMENT AND SELECTIONAND SELECTION

Recruitment and Selection IssuesRecruitment and Selection IssuesResponsibility of Recruitment and Responsibility of Recruitment and SelectionSelectionJob Analysis and Determination of Job Analysis and Determination of Selection CriteriaSelection CriteriaRecruiting ApplicantsRecruiting ApplicantsSelection ProceduresSelection ProceduresEqual Employment Opportunity Equal Employment Opportunity Requirements in Selecting SalespeopleRequirements in Selecting Salespeople

Recruitment and Selection IssuesRecruitment and Selection Issues(Decision Process of Recruitment)(Decision Process of Recruitment)

Responsibility for Recruiting & Responsibility for Recruiting & Selecting SalespeopleSelecting Salespeople

Sales and Marketing supervisors and Sales and Marketing supervisors and managersmanagers

Personnel departmentPersonnel department Higher executivesHigher executives Outside assistance from recruiting Outside assistance from recruiting

firmsfirms

Job Analysis & Determination of Selection CriteriaJob Analysis & Determination of Selection CriteriaFollowing are the activities in selection and recruitmentFollowing are the activities in selection and recruitment::

Analysis regarding activities, tasks and environmental influences involved Analysis regarding activities, tasks and environmental influences involved in the job to be filledin the job to be filledContents of job descriptionContents of job description

1.1. Nature of product or services to be soldNature of product or services to be sold2.2. Types of customers to be called on, along with the company policiesTypes of customers to be called on, along with the company policies3.3. Specific tasks and responsibilities to be carried out e.g. research, information Specific tasks and responsibilities to be carried out e.g. research, information

collection, promotional duties etccollection, promotional duties etc4.4. Relationship within the organizationRelationship within the organization5.5. Mental and physical demands of jobMental and physical demands of job6.6. Environmental pressures and constraintsEnvironmental pressures and constraints

Determining job qualifications and selection criteriaDetermining job qualifications and selection criteriaMethods of deciding on selection criteriaMethods of deciding on selection criteria

Following characteristics are common in failed professionals:Following characteristics are common in failed professionals:• Instability of residenceInstability of residence• Failures of business within last two yearsFailures of business within last two years• Unexplained gaps in the person’s employment recordUnexplained gaps in the person’s employment record• Recent divorce or marital problemsRecent divorce or marital problems• Excessive personal indebtedness e.g bills not paid in last two Excessive personal indebtedness e.g bills not paid in last two

years years

Recruiting ApplicantsRecruiting Applicants

Internal SourcesInternal Sources Company employees have established performance recordCompany employees have established performance record Recruits from inside require less orientation and training. Recruits from inside require less orientation and training.

Moreover they are more familiar with company policies, Moreover they are more familiar with company policies, products and operations.products and operations.

Recruiting from inside can bolster company morale, as Recruiting from inside can bolster company morale, as employees become aware of opportunities for advancement employees become aware of opportunities for advancement are available inside the companyare available inside the company

External SourcesExternal Sources Referral of people from other firmsReferral of people from other firms AdvertisementsAdvertisements Employment AgenciesEmployment Agencies Educational InstitutionsEducational Institutions InternetInternet

Applicant Interview FormApplicant Interview Form

External Sources of Sales RecruitsExternal Sources of Sales Recruits

Selection ProceduresSelection ProceduresSelection tools and procedures:Selection tools and procedures: Application blanksApplication blanks Personal InterviewsPersonal Interviews1.1. Structured InterviewsStructured Interviews2.2. Unstructured InterviewsUnstructured Interviews Physical ExaminationsPhysical Examinations Psychological testsPsychological tests1.1. IntelligenceIntelligence2.2. AptitudeAptitude3.3. Personality testsPersonality tests

Concerns about the use of testsConcerns about the use of testsGuidelines for the appropriate use of Guidelines for the appropriate use of

teststests Reference checksReference checks

Predictive Validity of Various Selection Predictive Validity of Various Selection CriteriaCriteria

Equal Opportunity Requirements in Equal Opportunity Requirements in Selecting SalespeopleSelecting Salespeople

Requirement for testsRequirement for tests Requirements for interview and application blanksRequirements for interview and application blanks Sensitive questionsSensitive questions

NationalityNationality ReligionReligion Sex and Marital StatusSex and Marital Status AgeAge Physical characteristics, Disabilities, Handicaps and Health Physical characteristics, Disabilities, Handicaps and Health

problemsproblems Height and WeightHeight and Weight Bankruptcy or GarnishmentsBankruptcy or Garnishments Arrests and ConvictionsArrests and Convictions