The document discusses the importance of selecting, placing, and socializing salespeople. It covers the purposes of selection and placement in improving productivity and reducing costs. The selection process involves gathering information from applications, interviews, tests, and references to identify the best candidates. Properly socializing new hires helps increase performance, reduce turnover, and impart a positive image of the company.
Everyone in sales faces rejection on a daily basis. Good salespeople brush it off and move on. Great salespeople use objections as a platform to fight back and get to the close.
In this webinar, our Co-Founder Ben Sardella teams up with Steli Efti, CEO of Close.io, to help you create a scalable and effective objection management framework for your sales team.
Telesales is direct means of engaging potential clients and customers via a telephone. This guide discusses the essential elements of telesales and how sales professionals can leverage telesales capabilities to increase their bottomline.
Everyone in sales faces rejection on a daily basis. Good salespeople brush it off and move on. Great salespeople use objections as a platform to fight back and get to the close.
In this webinar, our Co-Founder Ben Sardella teams up with Steli Efti, CEO of Close.io, to help you create a scalable and effective objection management framework for your sales team.
Telesales is direct means of engaging potential clients and customers via a telephone. This guide discusses the essential elements of telesales and how sales professionals can leverage telesales capabilities to increase their bottomline.
Slides da disciplina Administração de Vendas do curso de Pós-Graduação em Administração em Marketing da ISES/UVA, ministrada pelo professor Euler Nogueira (Slides Parte 1)
Maneiras simples de aumentar sua confiança em vendasAgendor
Ser confiante é uma coisa que nós todos já ouvimos falar, várias e várias vezes.
Existem dezenas de livros escritos, seminários, cursos, blogs e outras atividades sobre o tema na internet e fora dela. A confiança é tão importante que, sem ela, não conseguimos fazer nosso trabalho da melhor maneira possível.
Quando você tem confiança, as coisas ficam muito mais divertidas. E, quando você se diverte, você acaba fazendo coisas incríveis. Superficialmente, isso é uma coisa simples: seja confiante e você fará coisas surpreendentes.
Mas, e se você não for confiante? Como conseguir aumentar a sua performance e chegar em suas metas e objetivos, se você não for confiante.
Esse não é um tema importante porque é valioso, mas porque é extremamente difícil de se atingir. Felizmente, existem pequenas coisas que podemos fazer todos os dias para aumentar nossa confiança na arena de vendas e melhorar a nossa vida.
Aqui estão algumas dicas que podem ajudar você a aumentar a sua confiança em vendas, e com isso melhorar a sua performance e desempenho na área comercial.
Você trata as objeções como uma batalha pela venda? Aqui está o por que isso não está funcionando
Se você durante a sua jornada para ser vendedor fez cursos ou treinamentos de vendas, leu livros sobre como aumentar as habilidades que você acreditava precisar melhorar, já deve ter pensado muito em como vencer as objeções de seus clientes.
7 passos de vendas - O Método com mais resultados em VendasDaniel Bruno
Os 7 passos de vendas é uma metodologia desenvolvida e utilizada por profissionais da área comercial de uma série de empresas de todos os portes e de variados mercados, com resultados expressivos no decorrer dos anos.
Esse método é baseado em Programação Neuro-Linguística e foi desenvolvido ao longo dos últimos vinte anos por uma série de profissionais com base no resultado dos seus atendimentos e foi adotado com sucesso por dezenas de empresa no Brasil e no Mundo.
Para mais informações, entre em contato com Daniel Bruno no email danielbruno123@gmail.com
12 maneiras para ter sucesso na abordagem de vendasAgendor
Se você está buscando o sucesso comercial, é bom saber por onde começar.
Como podemos resumir o sucesso das vendas em uma empresa? Geralmente, uma equipe de vendas de sucesso é tida como aquela que mais respeita o processo comercial e que aumenta as vendas.
Profesionalism in efficient customer serviceTimothy Wooi
Course Objectives:
To be exposed to the importance of Professionalism for excellent customer service in the digital era.
To benchmark excellent professional customer service attitude as the foundation of an excellent customer service strategy making lasting first impression to significantly impact business success.
To understand the definition and the importance of customer service quality, strategies and skills and to apply them in providing an excellent customer service with professionalism.
To understand the Principles of an efficient customer service skills with 21 examples to develop from.
Slides da disciplina Administração de Vendas do curso de Pós-Graduação em Administração em Marketing da ISES/UVA, ministrada pelo professor Euler Nogueira (Slides Parte 1)
Maneiras simples de aumentar sua confiança em vendasAgendor
Ser confiante é uma coisa que nós todos já ouvimos falar, várias e várias vezes.
Existem dezenas de livros escritos, seminários, cursos, blogs e outras atividades sobre o tema na internet e fora dela. A confiança é tão importante que, sem ela, não conseguimos fazer nosso trabalho da melhor maneira possível.
Quando você tem confiança, as coisas ficam muito mais divertidas. E, quando você se diverte, você acaba fazendo coisas incríveis. Superficialmente, isso é uma coisa simples: seja confiante e você fará coisas surpreendentes.
Mas, e se você não for confiante? Como conseguir aumentar a sua performance e chegar em suas metas e objetivos, se você não for confiante.
Esse não é um tema importante porque é valioso, mas porque é extremamente difícil de se atingir. Felizmente, existem pequenas coisas que podemos fazer todos os dias para aumentar nossa confiança na arena de vendas e melhorar a nossa vida.
Aqui estão algumas dicas que podem ajudar você a aumentar a sua confiança em vendas, e com isso melhorar a sua performance e desempenho na área comercial.
Você trata as objeções como uma batalha pela venda? Aqui está o por que isso não está funcionando
Se você durante a sua jornada para ser vendedor fez cursos ou treinamentos de vendas, leu livros sobre como aumentar as habilidades que você acreditava precisar melhorar, já deve ter pensado muito em como vencer as objeções de seus clientes.
7 passos de vendas - O Método com mais resultados em VendasDaniel Bruno
Os 7 passos de vendas é uma metodologia desenvolvida e utilizada por profissionais da área comercial de uma série de empresas de todos os portes e de variados mercados, com resultados expressivos no decorrer dos anos.
Esse método é baseado em Programação Neuro-Linguística e foi desenvolvido ao longo dos últimos vinte anos por uma série de profissionais com base no resultado dos seus atendimentos e foi adotado com sucesso por dezenas de empresa no Brasil e no Mundo.
Para mais informações, entre em contato com Daniel Bruno no email danielbruno123@gmail.com
12 maneiras para ter sucesso na abordagem de vendasAgendor
Se você está buscando o sucesso comercial, é bom saber por onde começar.
Como podemos resumir o sucesso das vendas em uma empresa? Geralmente, uma equipe de vendas de sucesso é tida como aquela que mais respeita o processo comercial e que aumenta as vendas.
Profesionalism in efficient customer serviceTimothy Wooi
Course Objectives:
To be exposed to the importance of Professionalism for excellent customer service in the digital era.
To benchmark excellent professional customer service attitude as the foundation of an excellent customer service strategy making lasting first impression to significantly impact business success.
To understand the definition and the importance of customer service quality, strategies and skills and to apply them in providing an excellent customer service with professionalism.
To understand the Principles of an efficient customer service skills with 21 examples to develop from.
Sales Management by Dr. Charles M. Futrell (Professor of Marketing in the Mays College of Business at Texas A&M University in College Station, Texas)
Part I Introduction To Sales Management
Part II Planning The Sales Team's Efforts
Part III Staffing the Sales Team
Part IV Training the Sales Team
Part VI Controlling The Sales Team
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that applicants' performance in school tells something about their mental abilities and personality traits. Anyone who has graduated from high school or college (depending on the firm's requirements) is presumed to have the necessary basic intelligence. Further, a course of study indicates much about a person's interests. Working one's way, at least partially, through school may indicate self-reliance and industry.
Most application blanks ask for information about the candidate's employment history, including periods of unemployment. If a company has certain experience qualifications, the application blank is a good tool for determining whether a candidate meets these requirements. Companies also usually like to know the reasons why a person left each previous job. If possible, the prospective employer should verify these reasons with someone other than the applicant.
Companies ordinarily are interested in the socioenviroomental qualifications of prospective employees. Questions may be asked on topics such as the following:
Membership in social, service, and business organizations.
· Offices held in organizations.
· Hobbies, athletic endeavors, and other outside interests.
Information on the prospect's socioenvironment can be extremely helpful because it reveals something about his or her interests, capabilities, and personality. Active participation in organizations may indicate an ability to meet and mix with people. Holding office may imply leadership traits and administrative abilities.
Once again, remember that questions about age, marital status, religion, or any of the points discussed above must comply with federal laws and regulations.
Personal Interviews
Nature and Purpose
Virtually no salesperson is ever hired without a personal interview, and there are no satisfactory substitutes for this procedure. Much has been written about the use of weighted application blanks, various kinds of tests, and other aids in hiring. But none of these tools completely takes the place of getting to know applicants personally by talking to them.
A personal interview is used basically to determine a person's fitness for a job. Moreover, personal interviews disclose characteristics that are not always observable by other means. An interview is probably the best way to find out about the recruit's conversational ability, speaking voice, and social intelligence. By seeing the applicant in person, an executive can appraise physical characteristics such as general appearance and care given to clothes. As noted in a recent survey of 651 executives, image does matter in hiring decisions.2 (See the box titled "Image Matters.*) The interview also may reveal certain personality traits. The interviewer may note the applicant's poise under the strain of an interview, along with any tendency to dominate or lead a conversation.
Management of a Sales Force, 12th.
How to manage recruitment and selection tells you all about what to do when considering recruitment and selection.
We can help with FREE recruitment services and business management training.
We can also offer free advice and guidance.
Please call us on: 0121 707 0550 or e-mail: info@pathwaygroup.co.uk
C H A P T E R 5SelectionTHE INTERVIEWMany of us have or.docxRAHUL126667
C H A P T E R 5
Selection
THE INTERVIEW
Many of us have or will sit in a waiting room with our best clothes on awaiting a job (or school) interview. You can
feel your palms sweat and thoughts race as you wait for your name to be called. You look around at the office en-
vironment and imagine yourself walking through those doors everyday. People walk by and smile, and overall, you
have a really good first impression of the organization. You hope they like you. You tell yourself to remember to
smile, while recalling all your experience that makes you the perfect person for this job. A moment of self-doubt
may occur, as you wonder about the abilities of the other people being interviewed and hope you have more ex-
perience and make a better impression than they do. You hear your name, stand up, and give a firm handshake to
the HR manager. The interview has begun.
As she walks you back to a conference room, you think you see encouraging smiles as you pass by people. She
asks you to take a chair and then tells you what the interview process will be like. She then asks the first question,
“Tell me about yourself.” As you start discussing your experience, you feel yourself relax, just a little bit. After the in-
terview finishes, she asks you to take a quick cognitive test, which you feel good about. She tells you she will be do-
ing reference checks and will let you know by early next week.
To get to this point, the hiring manager may have reviewed hundreds of résumés and developed criteria she
would use for selection of the right person for the job. She has probably planned a time line for hiring, developed
hiring criteria, determined a compensation package for the job, and enlisted help of other managers to interview
candidates. She may have even performed a number of phone interviews before bringing only a few of the best
candidates in for interviews. It is likely she has certain qualities in mind that she is hoping you or another candidate
will possess. Much work goes into the process of hiring someone, with selection being an important step in that
process. A hiring process done correctly is time-consuming and precise. The interviewer should already have ques-
tions determined and should be ready to sell the organization to the candidate as well. This chapter will discuss the
main components to the selection process.
selection process
The steps involved in
choosing people who have
the right qualifications to fill a
current or future job opening.
Employee Selection Introduction
The author introduces the chapter on employee selection.
1. THE SELECTION PROCESS
L E A R N I N G O B J E C T I V E
1. Be able to name and discuss the steps in the selection process.
Once you have developed your recruitment plan, recruited people, and now have plenty of people to
choose from, you can begin the selection process. The selection process refers to the steps involved in
choosing people who have the right qualifications to fill ...
2. C HAPTER 9 S ELECTION, P LACEMENT, AND S OCIALIZATION OF S UCCESSFUL S ALESPEOPLE
3.
4. S ELECTION AND P LACEMENT OF S UCCESSFUL S ALES P ERSONNEL Selection of sales personnel refers to the process of selecting the best available person for the job. Placement is concerned with ensuring that job demands match an individual’s skills, knowledge, and abilities, along with preferences, interests, and personality.
5. I S S ELECTION THE M OST I MPORTANT E LEMENT IN F IELDING A S ALES F ORCE? The selection of the right people is, without a doubt, extremely important to the success of the sales district, the region, and the total sales force.
6.
7. FIGURE 9.1 MAJOR INFLUENCES AND COMPONENTS OF SALES FORCE SELECTION
8. P REDICTORS FOR S ELECTION D ECISIONS W HAT A RE P REDICTORS? The various pieces of information about the person are often called predictors. They are referred to as tests when used to make selection decisions.
9. The Uniform Guidelines include all forms of information collection methods used to make selection decisions.
13. T HE S ELECTION P ROCESS T HE J OB A PPLICATION B LANK An orderly, convenient method of collecting necessary information for determining an applicant’s minimum qualifications.
14.
15. T HE P ERSONAL I NTERVIEW – A O NE-ON- O NE S ELLING S ITUATION The personal interview usually involves the one-on-one, face-to-face meeting of two strangers, both seeking to sell themselves to the other.
16. TABLE 9.1 INTERVIEWS ARE IMPORTANT FOR THE SALES MANAGER AND THE APPLICANT Act as a screening device to create a pool of qualified jobs Determine skills, knowledge and abilities required Determine what will be received from the job, such as training, compensation, promotional opportunities Meet the potential boss and determine if a match exists Act as a screening device to create the pool of qualified applicants. Confirm application blanks, written tests, and feedback from references relative to SKAs, PIPs, the other category, and other characteristics Judge if the applicant can be successful in the short and long run Meet the potential employee and determine if a match exists F OR THE A PPLICANT F OR THE S ALES M ANAGER
17. TABLE 9.2 THE INTERVIEW QUADRANT U NSUCCESSFUL- L OOKING PERFORMANCE SUCCESS The successful-looking success The unsuccessful-looking success The successful-looking failure The unsuccessful-looking failure PERFORMANCE FAILURE S UCCESSFUL- L OOKING
18. In an unstructured interview, the recruiter asks few preplanned questions and often begins with open-ended questions such as “Tell me about yourself” or “Why do you want to sell for IBM?”. Types of Interviews In a structured interview, the recruiter asks questions, often from a standard form.
19. The Stress Interview – An interviewer may place the applicant in a stressful situation to ascertain how the person might cope with stress when selling.
23. T ESTS Employment test refers to a procedure, technique, or measurement instrument for ascertaining characteristics such as aptitudes, capacities, intelligence, knowledge, skills, or personality.
24.
25.
26. The polygraph test measures blood pressure, respiration, heartbeat and skin response and plots these on a graph. Polygraph tests are seldom used to screen applicants for outside sales jobs for national companies and primarily are used by smaller companies.
27.
28. A SSESSMENT C ENTERS The assessment center is a centralized organizational unit within the firm.
29. E MPLOYMENT R EFERENCES References are the names of persons from whom information can be obtained on an applicant’s ability and character.
30. P HYSICAL E XAMINATIONS Almost all companies require their prospective employees to undergo physical examinations. As a general rule, if the applicant gets this far in the process, he or she has the job unless health problems are discovered.
31. E VALUATING S ELECTION AND P LACEMENT D ECISIONS The quality and effectiveness of selection and placement decisions depend on sales managers hiring as many applicants as possible who turn out to be good performers.
32.
33.
34.
35. T HE S OCIALIZATION OF S ALES P ERSONNEL Socialization is the process by which salespeople learn the sales culture and behaviors appropriate for their roles in the organization.
36.
37. T HE B OTTOM L INE Establishing a sales force is a complex process that involves many variables. Sales managers use predictors for hiring decisions. The selection process is no longer based on intuitive feelings. The personal interview is an important part of the selection process. Managers also can use certain employment tests for selecting personnel. Sales force productivity benefits with the selection of good employees.