Importance of Selection of Sales People Essay

Sales state are the front line of many blood linees in the gross gross gross sales division. If a business has a wander front where customers come and stupefy to inquire about potential purchases, current purchases or prior purchases accordingly more(prenominal) often than not a salesperson is their first port of call. While it may front that technology and self service are up and coming replacements for salespeople in that respect is still definitely moderateness to employ qualified lag. It is for this reason that the enlisting and excerpt process is an important part of any business when hiring sales people.Selecting the wrong people for the employment open fire give in problems such as staff turnover issues, customer complaints, costs associated with rehiring and even longer barrier issues such as a attach to suffering from disrepute. Recruitment can be defined as the process of finding potential job applicants, telling them about the order and getting them t o apply (Hair et al. 2009). Essentially this process should not just get applicants down to potential employees, but be narrowing the applicants down to potentially good employees. Hair et al. 2009) also notes that the whole sales division ultimately depends on a successful recruiting approach. In essence there are five steps in the recruitment process1. Conduct a job abbreviation * A process identifying the duties, requirements, responsibilities, and conditions a job. 2. Prepare a job description * Explains to job applicants and current sales personnel what the duties and responsibilities of the sales position are. 3. Identify sales job qualifications * Characteristics recruits should have to perform a sales job satisfactorily. . Attract a pool of sales recruits 5. (Hair et al. 2009) (Hair et al. 2009) Select the outstrip recruits A particular plain where recruitment and selection of salespeople is of exacting brilliance is that of minority consumers. The oblige Advertisin g and recruiting Marketing to minorities (Perkins, Thomas, and Taylor 2000) did research in America with specific reference to college males of mixed race and their perceptions of specific recruitment techniques when entering into a sales role.The obligate makes particular reference to the fact that as a response to growing diversity, increasing multiculturalism, and a need to understand minority consumers means that minority professionals in the recruitment sections of workplace is of exceeding importance (Perkins, Thomas, and Taylor 2000). By the introduction of minority professionals, it means that there can be a focus oddly on directing sales at minority consumers as the professionals are specifically selected for their experience.As a sequel this mitigates further problems for a business as they have gone through particular selection criteria ensuring that they arent the wrong person for the job. In particular for marketing to minorities by qualification the mistake of tak e the wrong sales person could mean that a business potentially loses a whole minority market segment. With the rise in companies turning to the internet to make sales and it means that the customers they do have in store they neediness to also have an easy and worthwhile experience.In this realize it makes genius that recruiting more experienced or the right people for the job is of great concern to a business. dispatch (2002) talks about how there has come to be certain expectations from consumers as to what they want to experience in store as well as online when shopping. The article goes on to say while consumers have shape quite content to use online services, it is quite often the quality of service in store and insufficiency of information that drives them towards other technology based alternatives, most often the internet (Burke 2002).Therefore it makes sense that during the recruitment process that employers seek to employ the best sales people they can. If a business wishes to retain in-store customers they would want to have employees that they are confident that customers can turn to and seek advice without having the employee themselves having to go and ask someone else. other major reason for having recruitment processes based on employing the best sales people is in regard to the older generations.As much as companies are insistent on ensuring consumers that their technological advancements are making it easier, it is often the older generations which are less willing to adapt these innovations (Berry 2011). This means that these generations are more dependent on in store sales methods and dealing with sales people face to face. In an article by Peter Schulman also talks about how employing the best people is not always the result of how talented an individual may be, but often a result of how optimistic an employee chooses to be (Schulman 1999).The article goes on to specify how when recruiters go through the selection process the appli cants being chosen for a sales position are applicants that have the desire to succeed. The reason being that while 20 percent of the sales force were garnering 80 percent of sales in 1999 (Schulman 1999) is because a sales persons belief that being sullen is the best way to overcome obstacles and setbacks. The side of this that can be more detrimental to a company is by selecting the wrong person in regard to their own personal morale and self motivation.A sales person who, for example, is unsuccessful in making a sale and instead of taking it in their stride and moving forward can almost result in a snowball fibre effect. Schulmans (1999) explanation of this is that as a sales person becomes ever so slightly self-depreciating it can adversely affect their subsequent sales as they start to lose motivation almost in an exponential fashion. In the recruitment process then it is imperative that recruiters are able to distinguish amid optimistic and pessimistic applicants.It is vita l that a company has solid selection criteria. While it has been established that the best employees can often be selected based on how talented they are, the recruitment process is ultimately intentional to establish what constitutes an employee as being a desirable candidate. By managing to select the sales people that recruiters nip are most suited for a job can result in a more productive sales division.As mentioned minority groups being marketed to require very specific selection to be successful as this is a field where incorrect recruitment can mean the loss of an entire segment. The elderly generation again is a segment that can require a specific attainment set of the sales person. By making sure employees are actively engaging with customers and willing to athletic supporter it can be a much more effective sales technique which can result in increased sales and recurring customers.Finally these two factors held in conjunction with selecting applicants that can be regar ded to be optimistic rather than pessimistic can effectively result in a properly work force in the regard to sales people. Going against such factors and resultantly hiring an applicant that can be considered the wrong person for the job would undoubtedly result in not only short bourne effects for the sales of a business but also has the potential to have long term effects further down the line which may be harder to resolve.