SM_OUTLINE_CHAPTER8

SM_OUTLINE_CHAPTER8 - CHAPTER 8 PLANNING FOR AND RECRUITING...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
CHAPTER 8 PLANNING FOR AND RECRUITING SUCCESSFUL SALESPEOPLE I. WHAT IS SALES HUMAN RESOURCE MANAGEMENT? II. PEOPLE PLANNING A. People Planning – process of determining the number and type of people to hire. B. More Effective And Efficient Use Of Human Resources 1. Interview-To-Territory Time Line C. Improved Performance Of The Sales Force 1. What’s a salesperson worth? a. A salesperson's worth depends on what the salesperson costs to the company and on the profits from the products he or she sells. 2. Goal: Hire Above Average Performers D. Who Does The Planning? III. PEOPLE FORECAST IV. DETERMINING TYPE OF PERSON FOR THE JOB A. The Job Analysis Is Important 1. Job Analysis – the formal study of jobs to define specific roles or activities to be performed in sales positions, for example, and to determine the personal qualifications needed for the jobs. 2. The three steps in the job analysis are: a. Examine the total sales force and the fit of each job, and determine how each job relates to other jobs. b. Select the jobs to be analyzed.
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
c. Collect the necessary information through observations of what people actually do in the jobs, interviews of people in the jobs, and questionnaires completed by job holders. V. JOB DESCRIPTIONS AND SPECIFICATIONS FOR SUCCESSFUL PEOPLE A. Job Specifications – people qualifications that the organization feels are necessary for successful performances of the job. B. What Are Job Specifications For Successful Salespeople?
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 02/01/2012 for the course MGMT 405 taught by Professor Drucker during the Fall '97 term at Radford.

Page1 / 6

SM_OUTLINE_CHAPTER8 - CHAPTER 8 PLANNING FOR AND RECRUITING...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online