All Hr aspects of sales

1. HR Aspects in Sales Management

2. Recruitment
Recruitment means searching for prospective candidates and inspiring them to apply
for the post. Recruitment ends on the last day/date of receiving applications.
Recruitment of salesmen involves the following processes:
1. Deciding the quantity of salesforce.
2. Determination of the characteristics and qualities to be possessed by the salesperson.
3. Tapping the various sources of recruitment.
4. Careful selection of the candidates and finalizing the employment.

3. Process # 1. Deciding the Quantity of Sales force
 Before the selection is undertaken, the Sales Manager should assess the need for sales
force in quantitative terms, e.g., how many salespersons are required, based on the
expansion of business and attrition due to retirement, resignation and other reasons.
Process # 2. Determination of Characteristics and Qualities to be possessed
by the Salesforce
Job Description/Analysis
 It is concerned with the determination of nature of duties and responsibilities
involved in performing effectively a particular job. It gives details of the job to be
performed and the qualities and qualifications required.
Qualities required for a salesperson
i. General Qualities: Good personality, sound health, intelligence, honesty and integrity
of character, sociability, consistency, and power of observation.
ii. Particular Qualities: Educational qualifications, past experience, knowledge of the
product, customers and market, languages known.
iii. Technical Knowledge: Knowledge about the chemical or mechanical aspects of the
product to be sold, knowledge of legal implications involved in the sales activities, etc.

4. Process # 3. Source of Recruitment of Salesforce
(a) Company’s own staff (promotion)
(b) Competitor firms
(c) Employment exchanges
(d) Educational institutions
(e) ‘Situation Wanted’ columns of newspapers
(f) ‘Situation Vacant’ advertisements
(g) Casual applicants/Walk-ins
(h) Recommended candidates
(i) Management Consultants/Head Hunters

5. Process # 4. Selection of Salesforce – Process
1. Receiving applications
2. Screening applications
3. Preliminary interview
4. Written test
5. Final interview
6. Medical examination
7. Final selection
8. Appointment and Induction
At the time of final selection or appointment of sales force, following conditions must be
made clear:
1. Time to join the duty
2. Company’ marketing objectives, policies, and strategies
3. Duties and restrictions
4. Place of work
5. Reporting system or procedure
6. Bill collecting system
7. Remuneration and incentives
8. Training and expenses and other relevant conditions, if any.

6. Sales training is a process by which an attempt is made to develop the selling skills so as to
increase the ability, knowledge and experience of the salesperson.
A good training programme should include the following:
1. Basic principle of salesmanship
2. Knowledge about the firm, product, customers, competitors and day to day work like:
(a) To draft periodical reports to the firm
(b) Receipt of and replying letters
(c) Preparation of orders and bills
(d) Maintenance of accounts
(e) Arrangements of display and demonstration of products.

7. Advantages of Sales force training
1. Greater Sales Volume
2. Reduces Cost of Production
3. Early Selling Maturity
4. Lowers Supervision Cost
5. Lowers Turnover of Salesforce
6. Better Customer Relations

8. Sales Training Methods
1. Lecture Method
2. Conference Training
3. Case Study
4. On-the-Job Training
5. Audio-Visual Oriented Training
6. Management Games
7. Role Playing