Recruitment & Selection

Recruitment & Selection

‘The recruitment and selection of a sales force often is the key to success for an organization.’

‘Most organizations that hire sales professionals use a very detailed, well-orchestrated process to ensure that the candidates selected will meet or exceed targeted sales goals.’

Ineffective recruitment and selection can result in, wrong sales person being hired, thousands of dollars a year spent in training, lost productivity and lost sales

Personality Traits to look for in salespersons, intelligence, decisiveness, energy and enthusiasm, results orientation, maturity , assertiveness, sensitivity, openness and tough-mindedness

Training

8 ‘ Trainees can be restricted from moving forward until a specified knowledge base is attained.’

8 ‘Computerized instruction can also track what trainees have learned, compute the length of time it took to master a subject, and identify the areas where trainees have difficulties mastering’

8 ‘ high-tech sales training offers instructional advantages’ Honeycutt Jr., Karande and Jantan (2002)

8 ‘Constant and continuous training of Sales Managers is highly recommended. It not only keeps the Sales Manager charged up all through but it helps in making them overcome their weaknesses and increases their strengths.’

8 Proper training and channeling of talents will improve salesforce.

8 ‘basic attributes like being a good listener, using a variety of approaches, developing the ability to write well and maintaining a well groomed appearance. The importance of these attributes lies in the fact that they help to create a good first impression which could go a long way in clinching the deal.’

8 ‘