Hiring And Training: Iipm Student

HIRING AND TRAINING

PRESENTED BY :

iipm student

Definition “Recruiting

is a process to discover the sources of manpower to meet the requirement of the staffing schedule and to employ effective measures for attracting that manpower in adequate member to facilitate effective selection of an efficient working force”.

Steps involved for Recruiting Steps

Step1

Is to Evaluate the sources from which sales personnel with good potentials are obtainable.

Step2

Is to tap the identified recruiting sources and build a supply of prospective sales personnel

Step3

Is to select those who have the highest probability of success.

The

Pre Recruiting Reservoir: It is file of individuals who might be recruited when the need arises.

It

is pre recruiting evaluation form one company uses in recording preliminary impressions of individuals whose names are being added to the

Recruiting Source Evaluation Source Within the Company Company Sales Personnel Company Executives Internal Transfers.

Sources Outside the Company Employment

Agencies

Sales-people

Making calls on the

Company. Employees Sales

Of Customers.

Executives’ Clubs.

ContD.. Sales

Forces of non-competing Companies.

Sales

Force of Competing Companies

Educational Older

Institutions

Persons

The Recruiting Effort Personal Recruiting Indirect Recruiting Recruiting Brochures College recruiting. Recruiting direct-to- consumer Sales personnel Recruiting Consultants

SELECTION PROCESS

Employment offer Physical Examination Testing References & Credit Check Interview Formal Application Preliminary Interview & PreInterview Screening

REJECT

INTERVIEW  The

interview is the most widely used selection step and in some companies it comprises the entire selection system.  Interview involves the following three steps:Who

should do the interview? How many interviews? Interviewing the spouse.

Contd… Interviewing

Techniques

Patterned interview • Nondirective interview • Interaction (Stress) interview • Rating scales •

REFERENCES  References

provide information on the applicant not available from other sources.  Applicants tend to name as references those on whom they can rely to speak in their favor.  The tendency for references are partially done by contacting persons not listed as references but who know the applicant.

Contd…  These

people fall into four categories:-

Present or former employers. • Former customers. • Reputable citizens. • Mutual acquaintances. •

CREDIT CHECKS  Companies

run credit checks on applicants for sales positions.  Credit files are compiled by local credit bureaus, and special credit reports are provided.  When a heavy burden of personal debt is found, it may indicate financial worries interfering with productivity.

TESTING Psychological •

•

•

Tests:-

Relatively high cost and is one of the last steps in the selection system. Many companies have abandon or rely less upon this test because of the difficulty in validating psychological tests. The task of validating is complicated because different sets of behaviors or attributes can lead

TYPES OF TESTS  Test

of ability (Test of best performance):- This measures how well a person can perform particular tasks with maximum motivation. This includes tests of mental ability and tests of special abilities.

 Tests

of habitual characteristics (Tests of typical performance):- This measures how prospective employees act in their daily work normally which includes attitude,

Achievement tests:- This test measures how much individuals have learned from their experience, training or education. This also determines how much an individual know about a subject.

PHYSICAL EXAMINATIONS  Most

companies require physical examinations because good health is important to a salesperson’s success.  Because of the high cost, the physical examination is one of the last steps.  However, if physical condition is critical to job performance (such as an ability to carry a sales portfolio weighing 20 kilos), then a physical examination is positioned early in

TRAINING The

process of teaching new and present employees the different methods to enhance their basic needs which they need to perform on their job.

IMPORTANCE OF TRAINING Optimum

Utilization of Human Resources Development of Human Resources Development of skills of employees Productivity Organization Culture Healthy work-environment

TYPES OF SALES TRAINING Initial

Sales Training Continuing Sales Training Full or Part time Sales Training District or Branch Sales Training Sales Executive Sales training

Major decisions for sales training A-C-M-E-E Sales

training is done on the basis of 5 major decisions: 1)AIMS 2)CONTENT 3)METHODS 4)EXECUTION 5)EVALUATION

AIMS AIMS

is the first step in the decision processes AIMS should be specific and identified AIMS can be carried by passing two stages: 1)Identifying Initial Training Needs 2)Continuing Sales Training Program

Contd… Identifying

Initial Training Needs Job Specifications Trainee’s Background and Experience Sales-related Marketing Policies Continuing Sales Training Program Its generally a follow up of sales program of its sales force to continue a smooth functioning of its specific aims.

DECIDING TRAINING CONTENT Product Sales

Data

Technique

Markets Company

Information

SELECTING TRAINGING METHODS  The

Lecture

 The

Personal Conference

 Demonstrations  Role  Case

Playing Discussion

 Gaming  On-the-Job

Training

 Programmed

Learning

 Correspondence

Courses

EXECUTION The

execution step is the first E of A-C-M-E-E which requires four key organizational decisions:1] Who will be the trainees? 2] Who will do the training? 3] When will the training take place? 4] Where will the training site be?

CONTD… Who

Will Be The Trainees? The general practice of selecting trainees is based on certain criteria like:1] Reward for good performance 2] Punishment for poor performance 3] Convenience (of trainee and trainer) 4] Seniority (the greater the seniority, the greater the

CONTD… Who

Will Do The Training? Initial Sales Training Continuing Sales Training Sales Training Staff Training The Sales Trainers Outside Experts

CONTD… When

Will The Training Take Place?  number of new hires Availability of trainers Where Will The Training Site Be?  Central Offices Branch Offices

EVALUATION The evaluation step ( the second E in A-C-M-E-E ) focuses upon measuring program effectiveness through the following ways:-  Comparison Written Tests Ratings  

KINDS OF SALES TRAINING

MANUFACTURER

DISTRIBUTOR

CONSUMER

MANUFACTURER TO DISTRIBUTOR SALES FORCE The

manufacturer to distributor sales force contains following ways:  Dealer Training Programs: This program is more beneficial when the products require considerable personal-selling effort. It is less beneficial when final-buyers buy as a matter of habit.

Contd…..  ASSISTANCE

IN SALES FORCE MANAGEMENT:◦ The manufacturer ‘s role is to improve dealers sales force management. Dealers are advised on sources and methods of recruiting new sales personnel, sales compensation plans, and supervision and control of sales personnel. ◦ The manufacturers main aim in assisting dealers is to know the products “talking points” and how best to present them.

Contd…..  ADVICE

AND ASSISTANCE ON GENERAL MANAGEMENT PROBLEMS:• Dealers are guided on store location, store layout, arrangement of fixtures and stock, accounting methods, etc. • Many dealers do not manage their business soundly. To avoid dealer failures, some manufacturers have programs for the evaluation and analysis of dealers and dealers selection processes.

MANUFACTURER TO CONSUMER It has two types. They are:  Local

Advertising: To make know the consumer about the availability of their requirements the manufacturer make sure that they do proper advertisement on daily national and local newspapers, telephone classifieds mentioning their dealers details.

CONTD…..  Point

Of Purchase Identification: It is rarely seen from the manufacturer side to make attempts to make sure that consumer identify all its dealer. The manufacturer sales force come in action when there is an impulse buyer in market. The product is made available in every shops and retail outlets so as to bring customer there by regular advertisement.

Bibliography Product and Sales management Reddy and Appanaiah Sales Management Richard.R.Still,NormanGovani,Edward W. Cundiff

INTERNET