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  • Recruitment and Selection Process for Sales Personnel

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    Moumita Das
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    The document outlines the recruitment and selection process for sales personnel. It begins by defining recruitment as finding prospective candidates and selection as choosing a few candidates from those recruited. It then describes the 5 step process: 1) job analysis to understand the role, 2) personal analysis of required qualities, 3) tapping internal and external recruitment sources, 4) carefully selecting candidates through applications and interviews, and 5) finalizing appointments with an agreement on terms.

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    Recruitment and Selection of Sales Personnel

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    The document outlines the recruitment and selection process for sales personnel. It begins by defining recruitment as finding prospective candidates and selection as choosing a few candidates from those recruited. It then describes the 5 step process: 1) job analysis to understand the role, 2) personal analysis of required qualities, 3) tapping internal and external recruitment sources, 4) carefully selecting candidates through applications and interviews, and 5) finalizing appointments with an agreement on terms.

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    Download as PPTX, PDF, TXT or read online from Scribd
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    8 views8 pages

    Recruitment and Selection Process for Sales Personnel

    Uploaded by

    Moumita Das
    The document outlines the recruitment and selection process for sales personnel. It begins by defining recruitment as finding prospective candidates and selection as choosing a few candidates from those recruited. It then describes the 5 step process: 1) job analysis to understand the role, 2) personal analysis of required qualities, 3) tapping internal and external recruitment sources, 4) carefully selecting candidates through applications and interviews, and 5) finalizing appointments with an agreement on terms.

    Copyright:

    Attribution Non-Commercial (BY-NC)
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    of 8

    RECRUITMENT AND SELECTION OF SALES PERSONNEL

    Submitted by:Nilon Das Roll No. 44 MBA- M&S

    Meaning of Recruitment & Selection


    Recruitment is the process where the prospective candidates are found and encouraged to apply. Selection is the process of choosing a few out of the total large reserve so provided by recruitment.

    Process of Recruitment & Selection of a Sales Personnel


    STEP:1 JOB ANALYSIS : It includes the nature of duties and responsibilities involved in performing any particular job effectively. Job Analysis = Job Description + Job Specification

    STEP:2 PERSONAL ANALYSIS : It includes the characteristics and qualities which the future salesman has to possess. It includes, - General Qualities - Particular Qualities - Technical Knowledge

    STEP : 3 TAPPING THE VARIOUS SOURCES OF RECRUITMENT It includes, 1. Internal Sources :- Promotions - Transfers - Re-employment of Former Employee

    2. External Sources :- Advertisement - Employment Exchanges - Recommendations - Colleges and Universities - Competing Firms - Non- Competing Firms

    STEP : 4 CAREFUL SELECTION OF CANDIDATES

    The usual procedure adopted for selecting candidates salesman are as follows; - Application Blank - References - Personal Interview - Psychological Test - Medical Examination - Final Interview

    STEP : 5 APPOINTMENT AGREEMENT : It includes terms and conditions such as duties, authorities, sales territories, sales quota, travelling expenses admissible and so on.

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