Sales Selection

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RAVISH ROSHAN

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Sales Selection

  1. 1. SHRM  Sales human resource management refers to activities undertaken to attract, develop and maintain effective sales force personnel within an organization SHRM People Planning Employment Planning How many Type of Recruitment Selection Socialization to hire? people
  2. 2. Recruitmentas the process of searching for  It has been defined prospective applicants and stimulating them to apply for jobs in the organization.  Recruiting and selecting a new sales force is an important aspect of the sales manager’s job and part of sales planning.  The basic objective of sales force planning is to balance supply and demand
  3. 3. Preparing the job description and specification • Following factors should be included in any job description 1. Title of the job 2. Duties and responsibilities 3. Reporting methods 4. Technical requirements 5. Territory to be covered 6. Degree of autonomy
  4. 4. Recruitment Sources • The source of recruitment can be divided into two categories:- internal and external. Internal Sources of recruitment 1. Lateral and upward move 2. Interns and cooperative students 3. Employees referral program me
  5. 5.  External Sources of Recruitment Other industry source Educational institutions Advertising Employment agencies Walk-ins Networking Web sources
  6. 6. Selection Procedure  It involves picking and hiring a few people from the total number of candidates applying for the job. It is done by comparing the requirements of a job with the applicant’s qualifications.
  7. 7. Steps in selection process  Hiring profile  Application scrutiny  Interview  Psychological testing  Reference check  Physical examination  Job offer

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