Sales Managment Chapter 8

Front 1

Recruitment

Back 1

Finding potential job applicants, telling them about the company, and getting them to apply

Front 2

Steps of the recruitment process

Back 2

1) Conduct a job analysis

2) prepare a job description

3) identify sales job qualifications

4) attract a pool of sales recruits

5) select best recruits job an

Front 3

Job analysis

Back 3

A process identifying the duties, requirements, responsibilities, and conditions of a job

Front 4

Job description

Back 4

Explains a job to applicants and current sales personnel what the duties and responsibilities of the sales position are

Front 5

Job qualifications

Back 5

Characteristics recruits should have to perform a sales job satisfactorily

Front 6

Selection process

Back 6

Activities involved in choosing candidates that best meet the qualifications and have the greatest aptitude for the job

Front 7

Sales Force Selection Process

Back 7

1) initial screening

2) reference checking

3) in-depth interviewing

4) employment testing

5) follow-up interviewing

6) making the selection

Front 8

Initial screening

Back 8

Process by which undesirable job candidates are eliminated as soon as possible

Front 9

Weighted application form

Back 9

Forms that score candidates on each job attribute by assigning different values to each attribute

Front 10

Reference checking

Back 10

The process of following up with references provided on an application to check the credibility of a job candidate

Front 11

In-depth interviewing

Back 11

The most used and least scientific of the selection process tools. Very effective for finding if the candidate is right for the job through a two-way discussion involving probing questions

Front 12

Structured interview

Back 12

Recruiter asks each candidate the same set of standardized questions

Front 13

Unstructured interview

Back 13

Informal and non-directed interview used to get the candidate to talk freely about a variety of topics

Front 14

Semi-structured interview

Back 14

Combined approach in which a fixed set of questions is applied but time for discussion and interaction is left after each question

Front 15

Employment testing

Back 15

An objective way to measure traits or characteristics of applicants for sales positions

Front 16

Socialization

Back 16

The proper introduction of the recruit to company practices, procedures, and philosophy and the social aspects of the job through which the salesperson is integrated into the organization