Selection of sales force

Selection of sales force

• 2.
   DALE YODER “Selection is a process in which candidates for employment are divided into two classes, those who are to be offered employment and those who are not.”  V.S.P.RAO “Selection is the process of picking individuals who have relevant qualifications to fill jobs in an organization.”
• 3.
  Eagles don’t flock.You have to find them one at a time
• 4.
   Qualified salespeople are scarce.  Good selection improve sales force performance.  Promotes cost savings.  Eases other manager tasks.
• 5.
  Selection tools andprocedures are only aids to sound executive judgment and not substitutes for it. They can eliminate obviously unqualified candidates and generally help recruiters spot extremely capable individuals.  Application blanks  Personal interviews  Psychological tests  References and credit reports  Assessment tests
• 6.
   SELECTION BASED ON VACANT POST  ACCORDING TO WORK  SANCTIONED BY DEPARTMENT HEADS  FIXING MINIMUM QUALIFICATIONS  THROUGH EMPLOYMENT EXCHANGE
• 7.
   Receipt AndScrutiny Of Applications.  Blank application form.  Psychological Tests.  Interviews.  References and other outside sources.  Preliminary and final selection.  Physical examination.  Orientation and Induction.