This presentation discusses the recruitment and selection process of sales forces. It defines recruitment as discovering potential candidates for jobs and selection as dividing candidates into those who will and will not be offered employment. The importance of recruiting and selecting salespeople is that they represent the corporate image and are critical to business survival and growth. Sources of recruitment discussed include internal sources like current employees and transfers, and external sources like placement agencies, competitors, educational institutions, and sales clubs. The selection process was outlined as including preliminary interviews, applications, formal interviews, references, testing, physical examinations, and employment offers.

1. PRESENTATION ON
Recruitment and selection process of sales forces
Presented to: Presented by:
DR. R.P.S. Kaurav Pallavi Tiwari
Jyoti
Rohit Kumar
PRESTIGE INSTITUTE OF MANAGEMENT,
GWALIOR

2. Definition of Recruitment
According to DeCenzo and Robbins
 “Recruitment is the process of discovering potential
candidates for actual or anticipated organizational
vacancies. Or from another perspective, it is a linking
activity bringing together those with jobs to fill and those
seeking jobs.”-

3. Definition of Selection
According to Dale Yoder
“Selection is the process by which candidates for employment are
divided into two classes those who will be offered employment and
those who will not”

4. Importance of recruitment and
selection of sales people
Sales people stand for the corporate image.
Sales people is related to the survival and development of an
enterprise.
 Ensures high quality of sales people.

5. Sources of recruitment
Internal sources
Company executive
Internal transfer
External sources
Placement agencies
Sales force of competitive company
Educational institute
Sales executive club

6. Internal sources
Company executive
Recommendation by the sales manager, president and other
company executives are frequently an important sources of
recruitment.
Internal transfers
It is another internal sources of recruitment in which the
organization recruit people through the transfer of other
department.

7. External sources
Placement agencies
 It is the third party agencies and organization contact them
for recruiting the sales forces.
Sales force of competitive company
 Organization recruit sales people from our competitive
organization sales forces.

8. Cont.……
Educational institute
 Through campus recruitment organization full fill our
employees need.
Sales executive club
 Many sale executive club operate placement service.

9. Selection Process
Preliminary
Interview pre-
interview screening
Formal
Application
Interview
Reference
and credit
check
Physical
Examination
Employment
Offer
Time
Testing

10. Thank You