4. Recruitment and selection- “Choose the Right person”
Find one recent news article on salesforce attrition, problem, talent
acquisition, mismatch etc.,
5. Sales Force staffing process CH-5
1. Establish
responsibility
2. Decide the
number of sales
people needed
3. Outline the
type of sales
people needed
(JA,JD,JQ)
1.Planning
1.Identify
sources of sales
Recruits (
internal/external
)
2. Evaluate the
source of
recruits
(table-5.3)
3. Contacting
candidates
through
selected source
2.Recruiting 3.Selecting
1.Develop tool &
procedure for
measuring
Applicants
2. Select the
salespeople(
selection
decision)
4.Hiring
1.Make the job
offer
2. Acceptance of
the Job
5. Socialisation
1. Socialisation
2. Assimilation
6. Learning Activity
# Being a branch manager of east sales office your
company prepare a proposal document to your
divisional sales head incorporating the five stages of
Sales Force staffing process
# Prepare a sales manager job Advertisement for your
branch office
