RECRUITMENT AND SELECTION OF SALES FORCES

SALES AND DISTRIBUTION MANAGEMENT

1. PRESENTATION ON Recruitment and selection process of sales forces Presented to: Presented by: DR. R.P.S. Kaurav Pallavi Tiwari Jyoti Rohit Kumar PRESTIGE INSTITUTE OF MANAGEMENT, GWALIOR

2. Definition of Recruitment According to DeCenzo and Robbins “ Recruitment is the process of discovering potential candidates for actual or anticipated organizational vacancies. Or from another perspective, it is a linking activity bringing together those with jobs to fill and those seeking jobs .”-

3. Definition of Selection According to Dale Yoder “Selection is the process by which candidates for employment are divided into two classes those who will be offered employment and those who will not”

4. Importance of recruitment and selection of sales people Sales people stand for the corporate image. S ales people is related to the survival and development of an enterprise . Ensures high quality of sales people.

5. Sources of recruitment Internal sources Company executive Internal transfer External sources Placement agencies Sales force of competitive company Educational institute Sales executive club

6. Internal sources Company executive Recommendation by the sales manager, president and other company executives are frequently an important sources of recruitment. Internal transfers It is another internal sources of recruitment in which the organization recruit people through the transfer of other department .

7. External sources Placement agencies It is the third party agencies and organization contact them for recruiting the sales forces. Sales force of competitive company Organization recruit sales people from our competitive organization sales forces.

8. Cont.… … Educational institute Through campus recruitment organization full fill our employees need. Sales executive club Many sale executive club operate placement service.

9. Selection Process Preliminary Interview pre-interview screening Formal Application Interview Reference and credit check Physical Examination Employment Offer Time Testing

10. Thank You