Professional Documents
Culture Documents
Inviting a blank application Personal Interviews Reference checks Physical Examination Psychological test Intelligence Personality Aptitude and skills Determination of terms of service Appointment Initial orientation
Standardizes information Personal history information Facilitates interview preparation May raise questions
Personal Interviews
Structured interview
Predetermined questions Interviewer may fail to probe unique qualities or limitations Discussion on wide ranging topics May yield unexpected insights Requires interviewers with interpretative skills
Unstructured interview
First interview
Draw out basic information Communication skills Personality traits Interest level Drill down Assess potential
Second interview
Reference Checks
Should include several in-depth probes May be time-consuming, costly Can ensure factual data Job experience College degrees Can reveal opinions Aptitudes Job performance Can prevent costly hiring mistake
Physical Examinations
Sales jobs require sound basic health, stamina and the physical ability Caution when requiring medical examinations and specific tests for drug use, HIV virus Using a standard physical examination for all positions is illadvised Physical exam can be performed only after extending job offer
Psychological Tests
Types Intelligence tests mental ability Aptitude tests interest in and ability to perform job Personality often tests traits related to future success in a job Valid tests: Well-designed Validated Well-administered Well designed, validated and administered tests provide a valid selection tool Intelligence Aptitude Personality
Psychological Tests
Concerns May not validly predict future success in a specific firm Some creative and talented people may deviate from expected norms Test-wise individuals may be able to manipulate results May discriminate against different races, genders, et al thus becoming illegal
Test scores should be considered one of several inputs Test only on abilities and traits relevant to job When possible, use tests with internal checks for validity Conduct empirical studies to validate the tests predictive value
Salary Commission structure Allowances including travel and medical allowances Leaves with pay Housing facilities etc.
Appointment
Terms and conditions of service with regard to compensation and allowances Probationary period Last date to join Other conditions and reimbursement information
Initial orientation
Formal Orientation Program: - It provides job related and organization related information - Origin and growth of the firm - The policies and procedures - Regulations governing the job in the organization - Information about sales department and its structure - Information on social welfare schemes - Policies towards promotions and transfer - Decsciplinry measure and rights - Duties and responsibility of sales person
Acts as a Personal Development Tool Contributes to the Culture Articulates the How to Establishes a Common Language Enhanced Business Results
Building sales training program Defining training aims Deciding training content Selecting training methods
A C M E
Execution
Evaluation
Process of training need identification - Identification of specific problem - Anticipating impeding and future problems - Management request - Interviewing and observing the personnel on the job - Performance appraisal - Questionnaire survey - Checklist - Attitude survey - Interpersonal skill test
Factors to be considered: 1. Identifying Initial Training needs a. Job specification b. Trainees background and experience c. Sales related marketing policies 2. Identifying continuing training needs
The Lecture The personal Conference Demonstration Role Playing Case Discussion Sales Seminar Gaming On the job training Programmed learning Correspondence courses
Group Training Method - The Lecture - Role Playing - Sales Seminar - Case Discussion - Gaming
Individual Training Method - The personal Conference - Demonstration - On the job training - Programmed learning - Correspondence courses
Conditioned-response philosophy Sales person response in standardized or programmed manner Insight-response philosophy Develop trainees analytical skills
Who will be the trainees? Who will do the training? - Initial sales training - Continuing sales training - Sales training staff - Training the sales trainer - Outside experts When will the training take place? Where will the training site be? Instruction Material and Training Aids - Manuals - Other printed materials - Training Aids - Advanced Assignments