SHRM Sales human resource management refers to activities

undertaken to attract, develop and maintain effective sales force personnel within an organization

SHRM

People Planning Employment Planning

How many to hire?

Type of people

Recruitment Selection Socialization

Recruitment It has been defined as the process of searching for

prospective applicants and stimulating them to apply for jobs in the organization.

Recruiting and selecting a new sales force is an important aspect of the sales manager’s job and part of sales planning.

The basic objective of sales force planning is to balance supply and demand

Preparing the job description and specification• Following factors should be included in any job

description

1. Title of the job

2. Duties and responsibilities

3. Reporting methods

4. Technical requirements

5. Territory to be covered

6. Degree of autonomy

Recruitment Sources• The source of recruitment can be divided into two

categories:- internal and external.

Internal Sources of recruitment

1. Lateral and upward move

2. Interns and cooperative students

3. Employees referral program me

External Sources of Recruitment

Other industry source

Educational institutions

Advertising

Employment agencies

Walk-ins

Networking

Web sources

Selection Procedure It involves picking and hiring a few people from the

total number of candidates applying for the job. It is done by comparing the requirements of a job with the applicant’s qualifications.

Steps in selection process Hiring profile

Application scrutiny

Interview

Psychological testing

Reference check

Physical examination

Job offer