Académique Documents
Professionnel Documents
Culture Documents
SALES FORCE
COMPETENCIES
Chapter 7:
Recruiting and
Selecting Sales
Personnel
Chapter 7: Outline
Recruitment
Recruit Select Validating
And Selection
Candidates Prospects the Process
Planning
What is Turnover?
Consumer Industrial Services
10% 12%
17% 66%
33% 19%
78% 50%
15%
Benefits (approx.21.5% of
compensation) 7,600
Field Expense
16,000
Training Costs
7,100
– Missionary?
– Sales Support?
– New Business?
Aligning People to Core
Job Responsibilities
Missionary:
– Technical skills, relationship building
skills
Sales Support:
– Empathy, relationship building skills
New Business:
– Assertiveness, persuasiveness, time
management, ability to close
What Purchasing Agents Like
About Salespeople
PERCENT OF RESPONDENTS
TRAITS WHO RATED MOST VALUED
Thoroughness/follow
through:
Market knowledge/
willingness to
share:
Knowledge of product line:
Diplomacy in dealing
with
operating departments:
Imaginatio
n:
Complete application
blanks
Hiring
Conduct screening
criteria interviews
for Check credit and
sales background
to Secondary interviews
guide
selection Make offer for sales
position
process
Physical exam
Modify hiring
criteria, tests or
Interview procedures Measure subsequent
Reject
success on the job
Career Paths
Compensation plan Earnings potential
Promotion timing Promotion leaders
Performance Expectations
Activity level requirements Minimum sales volume or
profits