SALES PERSON-SELECTION PROCESS

Sélection Process
Job Analysis

Manpower Planning

Job Description

Job Specification

Recruitment

Screening

Selection
 Job Analysis
It specifies the task involved in particular job and
factors which affect job performance
• Type
• Objective of job
• Reporting relationship
• Role
• Environment
• Company rules and regulation
 Job Description
• It gives the detail description of main duties,
task, responsibilities, nature of position and
principal accountabilities
 Manpower Planning
• The main aim of manpower planning is to
determine existing and future staffing levels. It
has both quantitative dimension and
qualitative requirements.
 Job Specification
• The main purpose of job specification is to fit
the most appropriate to the required job. It is
the purpose of job specification to list the
desirable qualities and attributes that a person
should have to do the job.
 Some of the characteristics
needed for Sales person
• Confidence
• Intelligence
• Product knowledge
• Competitors
• Market knowledge
• Customer knowledge
• Communication skills
• Company
 Recruitment
• Internal applicants
• Recommended by existing employees
• Advertisements
• Employment agencies
• Educational institutions
 Screening
• Pool of candidates through evaluation.
 Selection
• Application forms
• References
• Interviews
• Physical or Medical
• Psychometric and other tests