Download - Sales Force (1)
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DEFINATION:-
According to Edwin B. Flippo, Recruitment isthe process of searching the candidates foremployment and stimulating them to apply
for jobs in the organization
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SOURCES OF SALES RECRUITS-
Internal Sources Current employees
Promotions and transfers
Retired employees
Relatives of employees
External Sources Advertisements
The Internet
Educational institutions
Employment agencies
Other companies
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DEFINITION
According to Thomas stone :-
Selection is the process of differentiatingbetween applicants in order to indentify andhire those with a greater likelihood ofsuccess on the Jobs
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SELECTION TOOLS AND PROCEDURES
Application blanks
Personal interviews
Reference checks Physical examinations
Psychological tests
intelligence personality
aptitude/skills
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Job analysis
Recruitment
Application form
Written examination
Preliminary interview
Tests
Medical examination
Reference checks
Line mana ers decision
Selection Process Flowchart
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SELECTING SALES FORCE :- Selection process consists of seven major selection steps / tools
Companies differ in using selection tools, depending onexpenditure budget and time available
Major selection tools / steps are:
Screening resumes
Application blank
Initial interview
Intensive interview
Testing
Reference check
Physical examination
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DEFINITION :-
Sales force analysis :-
A determination of the extent to whicha sales force has met its salesobjectives within the specified timeframe.
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BENEFITS OF SALES FORCE ANALYSIS :-
Increased sales performance & retention
Optimized leadership efforts
Help in achieving target Improves sales team
Evaluate sales force efforts
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TRAINING OF SALES FORCE :-
The essence of all training is the brief thatperformance of people can be improvedthrough training.
The same basic approachshould govern sales training as well.
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TYPES OF SALES TRAINING :-
In company vs. external training
Individual vs. group training
On-the-job vs. off-the job training
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Conclusion :-
The Purpose and Importance ofRecruitment
and selection..
-Attract and encourage candidates.-Create a talent pool.-Determine present and future requirement.-links the employers with the employee.
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THANK YOU !!!