Assigment Case
INTRODUCTION
The essay will examine the importance of recruiting and selecting sales people and the consequences faced when wrong sales people have been chosen for the job. It will examine the process involved in recruiting and the sources of sales people. Furthermore, the sales force selection process will be examined along with the making of the selection. Thereafter, the essay will look at the problems associated with selecting the wrong person for the job.
To know the importance of recruitment and selection of sales people, the definition of recruitment and selection must be understood. Recruitment is the process of finding potential job applicants, telling them about the company, and getting them to apply while selection is a set of activities involved in choosing qualified candidates that have the greatest ability for the job.
The recruitment process is done in five stages which include:-
1. Conducting a job analysis
2. Preparing a job description
3. Identifying sales job qualifications
4. Attracting a pool of sales recruits
5. Selecting best recruits
While conducting a job analysis, three steps should be followed, 1. Analysing the environment in which the sales person is to work 2. Determining duties and responsibilities expected from the sales person 3. Observing and recording sales tasks being performed
The sales person, channel partners, customers and distribution manager are the sources from where information can be obtained regarding the duties and responsibilities expected from the salesperson.
The job description consists of various duties including sales activities, servicing functions, account/territory management, sales promotion,