Recruitment & Selection of Sales Personnel

Mr. Yogesh Gurav

Recruiting & selecting sales personnel

What is Recruitment?
Recruitment is the process of finding potential job applicants, telling them about the company & getting them to apply. Through this process the employer tries to find out applicants who are having potential to be a good employee, as the entire Sales Organisation depends on a successful recruiting approach.
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Process of Recruitment
Preparation of Job Description & specification

Identification of sources of recruitment & methods of communication

Designing an effective application form & preparing a short list

Interviewing Reference check

Selection
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1. Preparation of Job description & specification at this stage following factors should be kept in mind; The title of the job Duties & responsibilities Reporting Technical requirements Location & geographical area to be covered Degree of autonomy
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Preparation of Job description & specification: contd Personal specifications: Physical requirements: appearance, speech Attainment : qualifications, experience Aptitude & qualities : ability to communicate, self motivation

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2. Identification of sources of recruitment: Major sources of recruitment are as following ; Internal source or persons within the company. Recruitment agencies Educational institutes Competitors Other industries Advertisements
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Factors to be considered in evaluating the sources of recruitment: -

Nature of the product: - E.g.: - highly technical product requires an experienced & knowledgeable person. Nature of the market: - Aware prospects or high level Executives. Recruiting Budget: Legal Considerations.
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Process of Recruitment Contd.

3. Inviting applications & short listing.

4. Interviewing.
5. Reference check 6. Selection

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