RECRUITMENT AND SELECTION Selecting the right fit for sales Performance=Function( ability, motivation) HR vs Line Manager recruitment

ment Strategic position analysis systematic procedure that describes the way a sales job is to be performed, and the skills and abilities needed to perform the job Stock piling( hiring before a territory opens) vs just-in-time hiring 2 purposes of recruitment to compensate for turnover+ expanding territories Job analysis: -- gathering and organization of information concerning the tasks, duties, and responsibilities of specific jobs

---critical incident method ---task inventory analysis(determine KSA- Knowledge, skills, abilities) Job descriptionwritten document that has details of the characteristics, the duties, and responsibilities of a job Internal (hiring from within) and external recruitment(colleges, portals, consultancies, advertisements, walk-ins etc) Structured interviews situational interview, job knowledge interview, salespersons requirement Recruitment-process of generating a pool of qualified candidates for a particular job Assessment centres set of simulated tasks( real time environment) RJP( Realistic Job preview) telling a hire, both positives and negatives of the job Socialization process making the new hire to interact with peers, subordinates etc.