Important of Recruitment and Selection of Sales People

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Discuss the importance of recruitment and selection of sales people. What are some of the problems associated with selecting the wrong person for the job? As an entrepreneur, one of the most important decisions that are made is selecting a sales people. It is imperative, that the selection of the sales person is an important process. This is because, from a manager’s point of view, has a clear picture of the exact type of person he's seeking to join his firm. What skills must they possess? What benchmarks are we looking to achieve? Where do we want to be in the future with this person? Sales managers want to make sure the ‘right’ sales person is hired, as it is their job to boost sales where they can by promoting and selling their product. Hiring the right sales people will benefit the company in many ways. The sales person should be able to define the culture of the company, establishing detailed job descriptions, able to create an employment behavioural contract, developing screening process, developing interview process and testing and verifying the prospect’s skills sets. (Winfree 2008, 28) Having personal interviews is one of the most common selection techniques which managers use. It gives the manager an opportunity to have more background information on the desired applicant. The only benefits are that it is low costing, reduces turnover, simple, and may prevent theft or violence in a workplace. However, it has been researched that the interview process is a difficult and bias method. It is used by everyone, from the experienced to the very inexperienced individual who talks too much, does not listen, and asks the wrong questions. (Randall 2001, 70, 13) Studies also reveal that many interviewers have a stereotype of the ideal salesperson in mind against which they judge applicants. (Randall 2001, 70, 13)Over time, there have been techniques, which

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