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Sales Force Chapter 7
mkgt 430
38
Marketing
Undergraduate 4
11/09/2011

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Cards

Term
prelimary analysis to recruiting (4 steps)
Definition

1.find personnel needs

2.look at the company culture

3.do a job analysis

4.determine job qualifications

Term
Turnover Rate
Definition

Turnover rate= # of seperations per year/avg. size of the sales force

 

*not all seperations are equal

*low turnover can be bad (usually too low/too high are bad)

*should not be set to minimize or maximize but as a toold to guide administrative action

Term
Personnel Needs depend on
Definition

growth targets

changes in the sales forces

change in stragies

and the turnover rate

Term
Job analysis
Definition

a systematic way to describe required job performance tasks, activities, and responsibilities

 

-focus on what high performing sales people do

1.Job Description

2. Job qualifications

Term
Higher Turnover can be caused by
Definition
inconstistance between a candidates job expectations and the actualy job actitivites
Term
Job description
Definition

-part of the job analysis

=a written document that spells out job responsibilities of each position

1.who you report to

2.how your manager is relate to other staff

3.the customers to be called on/serviced

4.specific job tasks

5.mental/physical demands of the job

6.type of product to be sold

Term
Job Qualifications
Definition

=apptitudes, skills, knowledge, personality traits necessary to perform the job successfully

ex.education, experience, interests

 

-again look at traits in high performers to determine

Term
Desirable Salesperson Job Qualifications
Definition

extraverted, optimisitc, conscientious (without empathy), ability to adjust to selling situations, internal locus of control, high self monitorinng

 

-can develop planning/organizational skills and time management skills

Term
Goal of recruiting
Definition
to find and attract the best qualified applicants for sales positons
Term
How do you determine the # of recruits?
Definition

# of recruits = Hires / % of recruits selected X % of recruits who accept

 

*want to increase acceptacnce

Term
Sources of job applications
Definition

sources of apps vary widley

referralls are the most popular

education

 

Term
6 sources of recruiting
Definition

1.Classified & Online Advertising

2.Present Employees

3.Referrals and Networks

4.Employment Agencies

5.Schools

6. Customers Suppliers and Competitors

Term
Advertising Recruiting
Definition

large exposure low cost

high amount of underqualified applications--need a screening process

should provide enough info to screen underqualified people

 

Term
Recruiting present employees
Definition

transfers to sales departments usually seen as promotions

hires from w/i tend to perform well

for major accounts companies usually hire from within

familiarity

tension

bad habits to new job

Term
Recruiting by referrals and networks
Definition

*MOST EFFECTIVE RECRUITING METHOD

-come from recommendations by present employees

-know more about compnay and understand needs

Term
Recruiting through employment agencies
Definition

saves time and money

do the screening, advertising, interview for you

you usually pay the agency one you hire someone--incentive for angecies to find good candidates

Term
Recruiting at schools
Definition

*best source of sales trainees

-tend to be easily trained

-more mature than non grad

lack experience and usually require one on one coaching

 

Term
Recruiting through customers suppliers and competitors
Definition

hard adjustments

ethical legal issues

"buying" employees from other companies tends to be expensive

Term
Ways to Select Prospects
Definition

1.Application

2.Personal Interviews

 

 

Term
selecting prospects
Definition
determining hiring criteria by filtering prospects
Term
Applications
Definition

benefits-easy, quick, standarized format

 

purpose

--to provide info

---to obtain info

 

 

Term
Personal Interviews
Definition

1st interview-informs candidate about the job and check for "knockout factors" such as maturity, communication, appearance

 

2nd interview-indenfity people best matched for the job

 

benefit of interviews-you can ask about info from resumes that does not make sense and asses the level of interest the person has in the job along with their communicative ability and social skills

Term
2 minute drill
Definition
first part of the interview where you must quickly summarize your background and career goals
Term
Minimizing intreview mistakes
Definition

train managers on what to ask

how to ask

how to rate candidates

and how to give feedback on successes and failures

Term
Most important job as the interviewee
Definition
effectively articulate how you can add value to the firm
Term
3 types of Interviews
Definition

1.Patterned

2.Semi structures

3. Field Obeservation

Term
Patterened Interviews
Definition

standarized

easy to compare candidates-especially when there is more than one interviewer

Term
Semistrucutured Interviews
Definition

-have to gather some critical infor but there is some freedom

-the candidate is expected to take an active role in the interview

Term
Field Observation
Definition

"a day on the field"

interviewee is shown exactly what the job entail

those who feel they are not ready usually eliminat themselves

Term
Interview Followup
Definition

rate impressions

gather all info from all sources

 

background/credit checks

testing

assessment center

physical exam

meeting "integrative diversity" requirements

 

 

 

 

Term
credit checks
Definition

used to assess financial responsibility

financial responsibilty and job responsibility go hand in hand

Term
Testing
Definition

-obtain objective info

*ONE OF THE MOST RELIABLE PREDICTORS OF ENTRY LEVEL JOB SUCCESS

1. Intelligence (cognitive)--test minimum mental capabilities to perform the job **most valid predictor of all the tests

2.Personality-weaker predictor

3. Aptitude

 

-tests should be used as part of the selcetion process-not as the sole decision criterion

 

Term
Physical Exam
Definition

stamina for sales

always occurs between the offer and commenment

disability info irrelavant

Term
Integratting Diversity
Definition

usually makes business unsuccessful if they are simply trying to meet quotas

 

1.identify and eliminate discrimnatin in hiring and in management

2.develope creative ways for people to stay in the workforce longer

3.recognize the concers of people with families

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