Sales and Distribution
Management, 2e
Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai
Dr Sunil Sahadev, Un...
Chapter 9
Recruitment and selection of the
sales force

Copyright © 2011 Oxford University Press

Chapter 9: Recruitment a...
The sales manager
• performs sales management +HR
management !
• recruits, selects, trains, motivates, leads,
controls, an...
Turnover

Strategic position analysis

Job qualification

Decide on the number of
people to hire

Job description

Establi...
Challenges in sales force selection

•

personality types matching to job profiles

•

one of the measures that the organi...
Planning for recruitment
1. Strategic position analysis
2. Turnover
3. Job analysis
• gathering and organization of inform...
Sales force recruitment
• recruitment is an act of inducing qualified and
appropriate people to get interested in and appl...
External sources

contd...

- networking referrals
- web consultants
- responses to direct open advertisements
Selection p...
Socialization process
• process of orienting a new salesperson to the
sales organization, territory, or division in which
...
Socialization process
• process of orienting a new salesperson to the
sales organization, territory, or division in which
...
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  1. 1. Sales and Distribution Management, 2e Dr Tapan K. Panda, Great Lakes Institute of Management, Chennai Dr Sunil Sahadev, University of Sheffield, UK Copyright © 2011 Oxford University Press Chapter 9: Recruitment and Selection of the Sales Force
  2. 2. Chapter 9 Recruitment and selection of the sales force Copyright © 2011 Oxford University Press Chapter 9: Recruitment and Selection of the Sales Force
  3. 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 organization Copyright © 2011 Oxford University Press Chapter 9: Recruitment and Selection of the Sales Force
  4. 4. Turnover Strategic position analysis Job qualification Decide on the number of people to hire Job description Establish hiring objectives Planning Identify best sources of recruitment: internal and external sources Recruitment Generate database of candidates Evaluate candidates Selection Select and induce candidates to accept positions Socialization Organizational characteristics, company image and climate, styles of supervision, compensation, and motivation of the company Socialize The hiring process Copyright © 2011 Oxford University Press Chapter 9: Recruitment and Selection of the Sales Force
  5. 5. Challenges in sales force selection • personality types matching to job profiles • one of the measures that the organization looks in an employee is: - the ability to perform by an employee = ability x motivation • level of motivation Copyright © 2011 Oxford University Press Chapter 9: Recruitment and Selection of the Sales Force
  6. 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 Press Chapter 9: Recruitment and Selection of the Sales Force
  7. 7. Sales force recruitment • recruitment is an act of inducing qualified and appropriate people to get interested in and apply for a salesperson’s 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 Press Chapter 9: Recruitment and Selection of the Sales Force
  8. 8. External sources contd... - 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 Press Chapter 9: Recruitment and Selection of the Sales Force
  9. 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 stage Copyright © 2011 Oxford University Press Chapter 9: Recruitment and Selection of the Sales Force
  10. 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 stage Copyright © 2011 Oxford University Press Chapter 9: Recruitment and Selection of the Sales Force

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