A personal history evaluation of existing sales force members:

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Chapter 09 - Sales Force Recruitment and SelectionChapter 9 – Sales Force Recruitment and SelectionLearning Objectives for Chapter 9Understand the key issues that drive the recruitment and selection of salespeople.Identify who is responsible for the recruitment and selection process.Understand a job analysis and how selection criteria are determined.Define the sources for new sales recruits.Explain the selection procedures.Understand the equal opportunity requirements for selecting salespeople.Definitions for the Key Terms in Chapter 9Job description (pg. 274)oA detailed description of the job outlines (1) the nature of the product and/orservices to be sold, (2) the types of customers to be called on (includingpolicies on frequency of calls, contact personnel), (3) the specific tasks andresponsibilities to be carried out by the salesperson.Internal sources (pg. 279)oRecruits consisting of individuals already employed in other departmentswithin the firm.oOther related sales personnel.oStaff from other departments.oEngineers from inside the company.9-1

Chapter 09 - Sales Force Recruitment and SelectionExternal sources (pg. 279)oRecruits consisting of people in other firms (who often identified and referredby current members of the sales force), educational institutions,advertisements, employment agencies, and the internet.oReferrals from outside sources.oAdvertisements.oEmployment services.oEducational institutions.Selection tools and procedures (pg. 284)oThe tools used by management to evaluate and choose candidates for aparticular position.oApplications.oPersonal interviews.oReference checks.oPhysical examinations.oPsychological tests.Structured Interview (pg. 285)oEach applicant is asked the same predetermined questions.Unstructured Interview (pg. 285)oEach applicant is asked only a few questions to get him or her talking freelyon a variety of subjects such as the applicants’ work experiences, careerobjectives, and outside activities.9-2

Chapter 09 - Sales Force Recruitment and SelectionPowerPoint Program–each chapter of the text has been captured in animated PowerPointslides.Chapter OutlineThe Real Value of Hiring Good EmployeesRecruitment and Selection IssuesWho is Responsible for Recruiting and Selecting Salespeople?Job Analysis and Determination of Selection CriteriaoWho Conducts the Analysis and Prepares the Description?oContent of the Job DescriptionoDetermining Job Qualifications and Selection CriteriaoMethods for Deciding on Selection CriteriaRecruiting ApplicantsoExternal SourcesSelection ProceduresoApplication BlanksoPersonal InterviewsoPhysical ExaminationsoTestsoConcerns about the Use of TestsoGuidelines for the Appropriate Use of Tests9-3

Chapter 09 - Sales Force Recruitment and SelectionEqual Employment Opportunity Requirements in Selecting SalespeopleoRequirements for TestsoRequirements for Interviews and Application Blanks

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Tags

Sales, Sales Force Recruitment, Sales Force Recruitment and Selection

What are the different sources of sales force recruits?

What is sales force selection process?

What are the challenges in sales force selection?

Who makes final decision in hiring process?