Source of sales force recruitment: Is categorized into two types’-namely internal sources and external sources.
An internal source consists of: Company sales personnel, company executive and internal transfers. An external source consists of: direct unsolicited applications, employment agencies, sales people making calls on the company, employees of customers, sales executives club, sales force of non-competing companies, sales force of competing companies, educational institutions etc.
Selection: Selection system of sales personal range from simple one step system consisting of nothing more than an informal personal interview, to complex multiple step system incorporating diverse mechanisms designed to gather information about applicant for sales jobs. A selection system is a set of successive ‘screens’ at any of which an applicant may be dropped from further considerations.
Steps involved in sales personnel selection: Normally following are the steps used in most of the company’s for the selection of the sales personal:
1. Preliminary interview and pre-interview screening.
2. Formal application form.
3. Interview: The techniques may consist of, patterned interview,
non-directive interview, interaction interview.
4. Rating scales.
5. References and credit check.
6. Tests: Tests may be consists of following types – tests of ability
tests of habitual characteristics, Interest tests, achievement test.
7. Physical examination.