Recruiting and Selection

By :
Asmita and Mrunmayee
 Difference between
Recruitment and Selection
• Recruitment is the • Selection involves the
process of searching the series of steps by which
candidates for the candidates are
employment and screened for choosing the
most suitable persons for
stimulating them to
vacant posts.
apply for jobs in the
• a negative process
organization.
• contract between the
• a positive process employer and the selected
• no contract of employee.
recruitment established
 Purpose of
Recruitment Selection
• to create a talent pool • to choose the right
of candidates to enable candidate to fill a
the selection of best positions in the
candidates organization.
• by attracting more and
more employees to
apply in the
organization
 Expenses related to recruitment and
selection
• Advertisement
• Selection process
• Induction training
• Cost of dismissal
• Cost of repetition
 Steps to be considered
• Recruiting objectives
• Determination of kind
of sales people needed
• Size of sales force
• Selecting sales people
• Recruiting
• Training sales people
 It Includes
• Right person at right job
• Find characters needed
• Job analysis
• Job description
• Development of job
qualifications
 Recruiting Sources
• Classified adds
• References
• Referrals / Network
• Employment
exchange
• School / Colleges
• Customers, Suppliers,
competitors
Model of selecting sales people
 Screening
Scale
• 1) Ranking scale
• 2)Paired comparison method.
• 3)Factor comparison –each trait –scale
• 4)grading scale-3pt,5pt,10pt
• 5)forced distribution system-% fixed for each
grade.
 Recruitment How?

• Horizontal vs Vertical promotion

• Evaluate and choose candidates
• application
• job offers
• Assessment center – to select qualified
candidate
 Size of sales force
• Workload method
• NS = NC *CF*CL/AST

NS – no of sales people
NC – no of customers
CF – call frequency
CL – call length
AST – avg amt of selling time available per yr.
 Training
• Company knowledge
• Product training
• Competitor/customer characters
• Communication effectiveness
• Understand responsibilities