Recruitment

Recruitment is defined as the process of generating a pool of qualified candidates for a particular job.

process starts with prospecting for employees and stimulating them to apply for jobs in the organization.

SourcesInternal sources:Lateral and upward movesInterns and cooperative studentsEmployee referral programmes

External sources:Other industry sourcesEducational institutions and

campus recruitmentsAdvertisingEmployment agenciesWalk-insNetworkingWeb sources

Selection ProcessScreening resumesApplication BlankInitial InterviewIntensive interviewTestingReference checkPhysical examination.

TrainingTraining

TrainingTrainingSales training is a process of

providing the sales force with specific skills for performing their task better and helping them to correct deficiencies in their sales performance.

Development provides abilities to the sales force that the organization will need in the future.

Objectives of sales Objectives of sales trainingtrainingTo improve the performance of

the sales peopleTo solve the current problemJob and individual challenges can

be met.Improve communicationImprove customer relationsImprove self management

Training ProcessTraining Process1. Training Need Assessment2. Design and Conduct of a

training programme3. Evaluation of a training

program

Training ProcessTraining Process1. Training Need Assessment Phase:A. organizational Level analysis:

organization structure, culture, mission, business climate and long term and short term goals.

B. Task analysis: focuses on all the functions and jobs in the sales department

C. Individual analysis:

2. Designing and Conduct 2. Designing and Conduct PhasePhaseA. Location:On the job or off the job.Job Instruction training:Known as step by step trainingTraining center training is called

as vestibule trainingDemonstration methods

B. Presentation options: slides, videotapes, computers,

simulations and classroom interactions.

C. Types of training:Cross functional training: job rotationTeam trainingCreativity trainingLiteracy training: mastery over basic

and functional skills

3.Evaluation Phase3.Evaluation PhaseEffectiveness of a training

programme is measured either in monetary or non monetary terms.

Training MethodsTraining Methods1.Lecture Method.2. conferences3. Seminars4. Discussions5. Role Play6. Case study7. Fish bowl8. Workshops

9. in-tray exercise: Trainees are required to study all the documents decide priorities and allocate time.

10. web based training11. AudiocassettesModern Training Methods

Designing a sales Training Designing a sales Training programmeprogrammeAimContentMethodExecutionEvaluation

Colgate & Palmolive