Chapter 4 recruiting salesman

4,104,000 engaged in selling in U.S
1:42 people in the country

RecruitingRecruiting toptop
talenttalent is asis as
important as everimportant as ever
with so many jobwith so many job
candidates stillcandidates still
looking for newlooking for new
jobs and top talentjobs and top talent
sticking by theirsticking by their
current positions.current positions.

The Recruiting
Problem
Turnover of Salesman is High and large
no. Of salesman is needed to serve
broad market.
this is the case in direct-to-customer
sales organization.

Superficial selection; in which as
many salesmen are hired as will agree to
work for the compensation offered, with
the expectation that a few will become
successful

Reasons for turnover
of salesman

If a sales force of 20 men now produce a total of
$1,200,000 annual sales or an average of
$60,000 per man, to attain a sales quota of
$1,500,000 an additional of 5 salesman will be
needed

needed
25% of the total no. Of salesman produce
around 75% of the total business

needed
25% of the total no. Of salesman produce
around 75% of the total business
Salesman power requirements are also
determined by the size of the market to be sold

A salesman power study
should include an
analysis of the cost of
recruiting salesmen.
Substantial reductions in
the cost of recruiting can
be made by more
effective methods.

These may be, specialty, missionary, junior,
engineering or technical institutional, wholesale,
retail, or export salesman.

A sound recruiting program requires a substantial
amount of timeof the sales manager, of branch,
division or district managers and supervisors, as well
as of the head quarters staff responsible for planning
and coordinating the recruiting program.

TYPES OF SALESMAN NEEDED
Specialty Salesman - specialize exclusively in the introduction of a new
product
Junior Salesman - save time of regular of senior salesmen on the
performance of non-selling activities
Missionary Salesman - work with retailers & wholesalers to aid them in the
resale
Senior Salesman - needed to sell the full line of the products, to devote their
efforts primarily to seeking orders
Export Salesman - represent domestic organizations in foreign markets,
calling on foreign distributors
Sales Engineer - engaged in the sale of industrial products

Plan should state
the specific and
state the specific
objectives and
methods of fulfilling
the personnel
needs of the sales
organization for a
year, three years,
and five years in
the future

these people are familiar with company
products, policies, and operations and
have proven their loyalty and ability.

Those companies which select
employees from nonselling departments
for sales job encouraged applicants in
variety ways, according to Sales
Executive Club survey.

About 25% of the companies
responding discuss the advantages of
selling, particularly the possibilities for
greater income and progress with men
inside the company.

The most frequently used method of
recruiting salesmen is for the sales
manager or supervisor to ask his friends
to recommend recruits for the sales
force, according to Sales Executives Club
of New York survey.

However, care must be exercised not to
accept only on the basis of what their
friends have to say about them, because
it is natural that friends will be favorably
biased.

50% of the industrial managers surveyed
by the Sales Executive Club recruit men
for sales work through present
employees and successful salesmen

Successful salesmen presently employed
are one of the best sources of new sales
recruits for the following reasons:

Salesmen are in frequent contact with it,
and know the ability of other salesmen;

They are aware of salesmen who are
seeking to make new connections;

They like to choose their own associates;
And they prefer good men in selling
with them rather than against them.

Customers are good source of
salesmen as they are usually
favorably disposed, know the sellers
product, and are generally aquainted
with salesmen who are seeking
connections

Are classified or display
advertisements in daily newspapers,
direct mail advertising to selected list,
and business paper advertising.

NEWSPAPER ADVERTISING
Open
advertisements
identify the
Advertiser
Blind
carry only a key or
telephone number
or street address

Sometimes used successfully to reach men
who may be likely candidates for sales force

Salesman who are progressive may be seeking new
opportunities can be readily reached through
classified or display advertisments in the trade press

Sales candidates from school and
colleges, while often lacking in practical
background and experience, have the
advantage of being adaptable and easily
trained.

Salesmen recruited from competitors are
trained in selling, know the trade and product,
and, in some instances, expect to bring new
customers with them.

Salesmen who sell related but
noncompeting lines often have experience
with the same class of trade and have
establish contacts and good will.

Charge a fee for placement service, which
is usually paid by the applicant

Do not charge either the applicant or the employer a
fee.

Know the abilities of salesman and are in an
excellent position to recommend able men.

People with many contacts, such as secretaries of
Chamber of Commerce, churchmen, secretaries of
civic club, city and state officials, and bankers, are
usually aquainted with salesmen seeking
connections and are often good sources of sales
personnel.

Enables such men to continue their present
occupation and to receive their usual income while
learning new business.

Salesmen who voluntarily apply for a sales
connection reveal a high degree of interest and
probably some knowledge of employer.

Salesmen may be recruited from the situated
“Situations Wanted” advertisements;

Chapter 4 recruiting salesman

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Chapter 4 recruiting salesman