Ch08 - Ch09 - Recruiting Training
Ch08 - Ch09 - Recruiting Training
Ch08 - Ch09 - Recruiting Training
SALES MANAGEMENT:
SHARPING FUTURE SALES LEADERS
Tanner, Honeycutt, and Erffmeyer,
2e Wesser 2014.
1 Planning to hire
Identify KSA
2
In each step,
salesperson needs
sales or HR will
3 Attract sufficient
be responsible
number of applicants for recruiting ?
4 Conduct interview to
select the best
5 Offer position to
applicants
1 Planning to hire
4
= = 16%
25
8-4
2 Identify Salesperson’s KSAs need ?
Identify • Working and major Experiences
Identify job
job
Qualifications
Qualifications (JQ)
(JQ) • Professional degree, Personalities, Specific skills
• Others requirements: be minority, local
8-6
4 Conduct interview process to select the best
1
Having completed application form
2
Testing candidate
3
Interviewing candidate
4
Verifying candidate’s background info
5
Conducting physical exam (if necessary)
8-7
Test and Interview
Testing Interview
Test applicants’ Test the skills and
knowledge attitude
Passed ones can be Select the best ones
taken responsibility from people who
Draft interview passed the tests
-8
Applicants’ Interview
.
8-11
5 Offer position applicants
Includes
• Deadline for accepting the
position
• Info about responsibilities
• Starting salary
• Allowable moving expenses
• Formal training dates
• Time before first performance
review
• When rep will first be eligible
for a raise
Recruitment by Headhunters
8-13
Avoiding Common Hiring Mistakes
SALES MANAGEMENT:
SHARPING FUTURE SALES
LEADERS, Tanner, Honeycutt, and
Erffmeyer, 2e Wesser 2014.
12-19
WHY..? WHY..? WHY.. ?...
9-24
Stage 2: Develop the training Program
-25
Stage 2: Develop the training Program
-26
Stage 2: Develop the training Program
-27
Stage 2: Develop the training Program
9-29
Levels in the training Program
-30
Levels in the training Program
Meta KSA’s: Self-management
Set specific goals for individual and sales team.
How to assess the identified problems and make solutions.
Learning orientation: enhances the salesperson’ ability to improve on
task and growth KSAs.
Stage 1:
Training for
selling in the Stage 2:
market Training for
advising
customers
Stage 3:
Training for
self-
management
skills
9-32
Ex: Training Salesforces in paint industry
9-33
Stage 4: Assess the training
Reaction
(level 1)
Learning
(Level 2) Results
(Level 4)
Behaviors
(Level 3)
Value to
Value to Organization
Salesperson
9-34
Stage 4: Assess the training
Trainee feedback, training staff comments,
supervisory feedback
Reaction Most frequently used method
(level 1) Don’t show if anything was really learned and
applied
9-35
Stage 4: Assess the training
9-36
Group Exercise
1. If you were Sales Manager ( Vinamilk/ Đồng
Tâm/ Toyota/ home furniture…) and your
company has recruited new salesmen.
You are required to make the training plan with 3
levels. In this plan, you also show which the
main topic that should be focused on for each
the period.
9-37
All rights reserved. No part of this publication may be reproduced, stored in
a retrieval system, or transmitted, in any form or by any means, electronic,
mechanical, photocopying, recording, or otherwise, without the prior written
permission of the publisher. Printed in the United States of America.