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Learning Objectives
1. 2. 3. 4.
Explain the critical role of recruitment selection and building and maintaining a productive sales force. Describe how recruitment and selection affect sales force socialization and performance. Identify the key activities in planning and executing a program for sales force recruitment and selection. Discuss the legal and ethical considerations in sales force recruitment and selection.
Achieving Congruence
Achieving Realism
Step 2
Recruitment: Locating Prospective Candidates
Step 3
Selection: Evaluation and Hiring
Job Analysis Job Qualifications Job Description Recruitment & Selection Objec. Recruitment & Selection Strategy
Screening Resumes and Applications Initial Interview Intensive Interview Testing Assessment Centers Background Invest. Physical Exam Selection Decision and Job Offer
Job Analysis:
Entails an investigation of the tasks, duties, and responsibilities of the job.
The things the organization hopes to accomplish as a result of the recruitment and selection process. They should be specifically stated for a given period.
The plan the organization will implement to accomplish the recruitment and selection objectives. The sales managers should consider the scope and timing of recruitment and selection.
External Sources
Advertisements Private employment agencies Colleges and universities Job fairs Professional societies Computer rosters
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Interviews.
Types of interviews
Initial Interviews Intensive Interviews Stress Interviews
Locations
Campus Recruiters Location (i.e. Plant Trip) Neutral Site Telephone
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selecting salespeople
If psychological tests are used, be sure the standards
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Background Check
Be wary of first-party
references Radial search referrals might be used Use an interview background check Use the critical incident technique Pick out problem areas
reference rating Identify an individuals best job Check for idiosyncrasies Check financial and personal habits Get customer opinion
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Conduct job analysis with an open mind Job descriptions and job qualifications should be
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content
Avoid other practices that may be perceived as
ethically questionable
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Thank you
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