EXAM 4 study guide - RecruitingandPersonnelSelection 1. 2....

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Recruiting and Personnel Selection 1. Selecting prospective employees a. Analyze the job: spells out specs for each job b. Determine qualifications: aptitude (license), experience, personal characteristics, and legal  considerations (discrimination) c. Recruit candidates: announce availability of position d. Select prospects: once you get applicants, choose one through interviews and background checks e. Validate the process: learn from what you did wrong or right last time 2. Job description elements a. Position title b. Job objectives c. Report to d. Territory/segment e. Principal activities f. Performance evaluation and compensation 3. Job description activities a. Seller representative activities i. Prospecting ii. Information gathering    iii. Needs analysis iv. Presentation v. Negotiating the type of listing vi. Post-agreement discussion vii. Seller servicing viii. Client follow-up  b. Buyer representative activities i. Prospecting ii. Needs assessment iii. Qualifying prospects iv. Showing v. Negotiating and responding vi. Closing vii. Follow-up servicing 4. Psychological profile a. Determined by giving you a DISC test b. Influence (people skills): negotiator, optimistic, popular, sociable c. Dominance (drive): competitive, problem solver, self-starter, results-oriented, innovative 5. Physical and social characteristics a. Physical i. Healthy lifestyle ii. Dresses professional and no tattoos iii. Reliable means of transportation b. Social  i. Connected to community – network ii. Social and financial stability; stable with home life iii. Social etiquette (ex: if brought person out to eat) 6. EEOC a. Can’t discriminate based on age, sex, race, religion, and disability b. Equal employment opportunity  7. ADA a. Can’t discriminate based on handicap, such as visual/speech/hearing impairment, HIV, cancer, heart  disease, diabetes, retardation, emotional illness, drug addiction 8. Which media vehicles are used to recruit candidates? a. Newspaper b/c it’s local b. Employee/client referrals c. Employment agencies d. Educational institutions e. Career conference f. Professional societies Training Real Estate Professionals 1. Training is important b/c it enhances real estate competency, which in turn helps to  a. Improve customer relations b. Enhance job performance and sales
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c. Increase job satisfaction d. Increase organizational commitment e. Reduce absenteeism and presenteeism f. Reduce turnover 2. Process of training agents a. Assess training needs: ask around and find out where you need to improve i. Sales-force observation and survey ii. Management objectives iii. Customer information and survey iv. Company records b. Budget for training: develop a budget to see how much money you have to spend on training, and 
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This note was uploaded on 08/23/2011 for the course MARKETING 3104 at Virginia Tech.

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EXAM 4 study guide - RecruitingandPersonnelSelection 1. 2....

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