1. Sales and Distribution Management, 2e Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai Dr Sunil Sahadev, University of Sheffield, UKCopyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force

2. Chapter 9 Recruitment and selection of the sales forceCopyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 3. The sales manager performs sales management +HR management ! recruits, selects, trains, motivates, leads, controls, and compensates sales teams selection and recruitment of efficient sales people is always a process of building competitive advantage for an organizationCopyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 4. TurnoverStrategic position analysisJob qualificationDecide on the number of people to hireJob descriptionEstablish hiring objectives PlanningIdentify best sources of recruitment: internal and external sourcesRecruitmentGenerate database of candidates Evaluate candidatesSelectionSelect and induce candidates to accept positionsSocializationOrganizational characteristics, company image and climate, styles of supervision, compensation, and motivation of the companySocializeThe hiring process Copyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 5. Challenges in sales force selectionpersonality types matching to job profilesone of the measures that the organization looks in an employee is: - the ability to perform by an employee = ability x motivationlevel of motivationCopyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 6. Planning for recruitment 1. Strategic position analysis 2. Turnover 3. Job analysis gathering and organization of information concerning the tasks, duties and responsibilities of a specific job 3. Task inventory analysis and KSA matrix job qualification job description Copyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 7. Sales force recruitment recruitment is an act of inducing qualified and appropriate people to get interested in and apply for a salespersons position within a sales organization internal sources - existing employees - lateral and upward moves - interns and cooperative students - employee referral programmes external sources - industry sources - educational institutions and campus recruitments - employment exchanges - placement consultants - walk in interviews Copyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 8. External sourcescontd...- networking referrals - web consultants - responses to direct open advertisements Selection procedure - inviting application forms - personal interviews - reference checks - physical examinations - psychological tests - intelligence - personality - aptitude and skills - determination of terms of service - appointment - initial orientation Copyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 9. Socialization process process of orienting a new salesperson to the sales organization, territory, or division in which he or she will be working three stages Anticipatory stage Encounter stage Settling stageCopyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force 10. Socialization process process of orienting a new salesperson to the sales organization, territory, or division in which he or she will be working three stages Anticipatory stage Encounter stage Settling stageCopyright 2011 Oxford University PressChapter 9: Recruitment and Selection of the Sales Force