Selection of Sales force

Amanpreet kaurMegha Singla

Introduction

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.”

Eagles don’t flock. You have to find them one at a time

Importance

Qualified sales people are scarce. Good selection improve sales force performance. Promotes cost savings. Eases other manager tasks.

Selection tools

Selection tools and procedures 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

Selection Policy

SELECTION BASED ON VACANT POST ACCORDING TO WORK SANCTIONED BY DEPARTMENT HEADS FIXING MINIMUM QUALIFICATIONS THROUGH EMPLOYMENT EXCHANGE

Process

Receipt And Scrutiny Of Applications. Blank application form. Psychological Tests. Interviews. References and other outside sources. Preliminary and final selection. Physical examination. Orientation and Induction.

The worst mistake a manager can make is to make a bad

hire.