Discuss the importance of Recruitment and selection of sales Essay

Discuss the importance of Recruitment and selection of sales people.What are some of the problems associated with selecting the - Essay Example It incorporates the search for persons who can hold positions that are required by a particular organization. In the practise of recruitment and selection, there is a huge difference between order taking and order getting positions in sales. Thus, this situation gives a difference in the demand of these two jobs. Various aspect of marketing plays a major role in focusing of the enterprise. Enterprise has the mandate to pick on the best strategy for covering a target market. The role of sales managers in an organization is ensuring that they have organized the sales force to enable all necessary tasks to be executed2. Large organizations have a diverse sales force in accordance to different selling tasks, and the target market they intend to serve. With indispensability, every organization should hire good and well qualified persons to occupy the sales’ force. Some large organizations are more careful to a point of updating the list of possible qualified candidates for such pos itions. For instance, the organizations may schedule candidates for multiple interviews to ensure that there are thorough background checks, and psychological tests, which are important in sales. Never the less, organizations use diverse method of evaluating the capability of potential sales persons. Some of the most frequently used methods include a personal interview, reference checks and background information that is mostly provided on application blanks. Recruitment of sales persons is the most delicate thing that is carried out by organizations in the present day. In essence, the evaluation techniques that are used are both psychological and non psychological. These selection methods can be evaluated in numerous ways such as validity, impartiality, scope usage and cost3. Validity is the statistical correlation level between the test score and the performance of employees such as satisfaction and commitment with reference to the position that the employee has been granted. Impa rtiality entails the capability to evaluate employees in an objective manner without discrimination in terms of sex, ethnicity religion among others. The scope of usage indicates the most potential ways of applying for various opportunities on both the specific group of tasks, and the wide array of opportunities. Although these methods are said to be very expensive, organizations are recommended to frequently use them in hiring the right employees for the right positions4. However, before the selection of the sale force is done, it is worth noting that the positions to be filled should be first analysed on the basis of the job description, hiring process and company trainings. Essential abilities for successful sales people, over and above, the techniques that are used to identify them should be determined. The methods of selection ought to test on the strongest and the weakest performing sales persons by detecting the personality qualities, skilfulness, and abilities that are likel y to lead into success or failure of the sales person. Moreover, sales persons should undergo training on the products the specific organization markets, and the effective sales presentation that required in sales. Although a job description tells more of what is expected from the sales team, the practical part of it is more important as the work basically entails going to the target market to seek sales5. Sales training which is part of selection should be modified depending on the skills and