Recruitment and Selection of

the Sales Force

 Learning Objectives
• Discuss the hiring and planning process

• Understand the recruitment, selection, and socialization processes

• Explain the concepts of job description and man specifications

• Know the sources and methods of recruitment

• Examine the methods of interview and apply these techniques in different

situations

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 Roles of a Sales Manager
• Performs sales management +HR management
• Recruits, selects, trains, motivates, leads, controls, and compensates sales
teams
• Selection and recruitment of efficient sales people is always a process of
building competitive advantage for an organization

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The Hiring Process

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 Challenges in Sales Force Selection
• Personality types matching to job profiles
• One of the measures that the organization looks in an employee is:
- the ability to perform by an employee = ability x motivation

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 Planning for Recruitment
• Strategic position analysis

• Turnover

• Job analysis
➢ gathering and organization of information

➢ concerning the tasks, duties and responsibilities of a specific job

• Task inventory analysis and KSA matrix

➢ job qualification

➢ job description

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 Sales Force Recruitment

• Recruitment is an act of inducing qualified and appropriate people to get

interested in and apply for a salesperson’s position within a sales organization
• Internal sources
➢ Existing employees
➢ Lateral and upward moves
➢ Interns and cooperative students
➢ Employee referral programs

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 Sales Force Recruitment

• External sources
➢ industry sources
➢ educational institutions and campus
➢ recruitments
➢ employment exchanges
➢ placement consultants
➢ walk in interviews
➢ networking referrals
➢ web consultants
➢ responses to direct open
advertisements

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 Sales Force Recruitment

• Selection procedure
➢ inviting application forms ➢ personality
➢ personal interviews ➢ aptitude and skills
➢ reference checks
➢ determination of terms of service
➢ physical examinations
➢ appointment
➢ psychological tests
➢ initial orientation
➢ intelligence

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 Selection of a Salesperson
• Selection Procedure:
➢ Inviting a blank application
➢ Personal Interviews
➢ Reference checks
➢ Physical Examinations
➢ Psychological tests
➢ Intelligence
➢ Personality
➢ Aptitude and skills
➢ Determination of terms of service
➢ Appointment
➢ Initial orientation
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 Socialization Process
• Process of orienting a new salesperson to the sales organization, territory, or
division in which he or she will be working.

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Sales Force Motivation
Process of Motivation

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 Motives and Motivational Drives
• Primary • Security

• General • Achievement
• Secondary • Approval
• Loyalty
• Advancement
• Leadership
• Human behaviour

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Factors influencing the Motivation of the Salesperson
• Personal characteristics
• Environmental conditions
• Organizational policies

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 Designing a Motivational Programme
• Programme objective
• Motivational tools
• Individual methods
• Group methods
• Communication
• Auxiliary environment
• Feedback

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Motivational Issues and Evolving Needs

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