Professional Documents
Culture Documents
Recruitment & Selection
Recruitment & Selection
Asking the Right Questions - Discussion Question 4 1. May I look at your resume?
Consumer
21%
Industrial
18%
Services
34%
17%
26% 53%
65%
21%
45%
0-5%
5-10%
9. Sell me this pen. Do you really know how to make a sales presentation? Did you mention the main product benefits? Did you ask for the order?
Chapter 9
Recruit candidates
Select prospects
Company Sources
Familiar w/ company products & procedures Established job histories Sales as a promotion Over-rely on previous experience
Does pressure to recruit impair the judgment of experienced interviewers less than inexperienced
interviewers? When interviewing multiple recruits, do interviewers tend to use previous applicants as the standard of comparison for subsequent applicants? Will the positive effects of good appearance offset an unfavorably rated personal history for a recruit? How much of the factual information presented in an interview will the interviewer remember immediately after a short interview if no notes are taken? How will lack of notes and factual recall affect the interviewers rating of the recruits interviewed? How reliably can a group of interviewers rate a recruits qualifications for a job? How reliably can a group of interviewers rate future job performance by a recruit?
1. 2. 3. 4. 5. 6. 7.
Failure to establish rapport Lack of plan Insufficient time Not listening Personal bias Questions First impressions
Why should we hire you? Regardless of the company and type of sales position for which you may interview, there are some interview questions that are typically asked. You may not be asked each of these questions in every interview, but you should be prepared to answer them all. After reading each question, think about what the interviewers purpose may be in asking the question. What is he or she trying to determine? What should your response be to each question? What was the most monotonous job you ever had to do? In thinking about the people you like, what is it you like most about them? Up to this point in your life, what do you consider to be your biggest disappointment? How willing are you to relocate? To what extent are you willing to travel? How do you feel about the way your previous employer treated you? What are your long-term financial objectives, and how do you propose to achieve them? What was the most difficult decision you ever had to make as a leader? Why should we hire you? Sell me this pen.
Predictor
Validity
Ability composite (tests) Job tryout Biographical inventory Reference check Experience Interview Training and experience ratings Academic achievement Education Interest Age
.53 .44 .37 .26 .18 .14 .13 .11 .10 .10 .01
WHATS IN A SIGNATURE?
Signature
Small letters such asa, e, and o are more than 1/4 inch in height and farther to the right side of the page.
Interpretation
These people tend to be enterprising and are usually risk takers, take charge leaders, and pacesetters. They are your typical salesperson. These people tend to be objective observers.They keep cool, dont get excited under pressure, and in general make good listeners and negotiators. They might be better for high-level sales to established clients.
Small signatures, less than 1/8 inch tall with an upright slant and placed towards the left hand of the page.
These people are your team players. Interaction is their byword and they tend to play strictly by the rules. They take calculated risks, with emphasis on the calculations. Not generally sales types.
Table 9-1 What Purchasing Agents Like About Salespeople Traits Percent of Respondents Who Rated Most Valued
Willingness to fight for customer Thoroughness/followthrough Market knowledge/ willinness to share Knowledge of product line
Diplomacy in dealing with operating departments Imagination
0% 25% 50% 75% 100%
Newspaper advertising
Employee referrals
Source
Physical exam
Reject
RESUME ANALYSIS
1.
2.
3. 4.
Variable
Maturity Personal selling/sales management skills Appearance Cooperativeness Communications/public speaking Disposition Punctuality Mannerisms General marketing skills English/writing skills Management skills Extroversion Marketing department reputation Product development/management skills Finance skills Market research skills Market logistics skills Personnel management skills
Characterisitc*
P M P P N P P P M N N P S M N M M N
Hiring Criteria Ranked by 100 Sales Managers (continued) Variable Civic functions Management science skills Advertising/advertising management skills Consumer/industrial buyer behavior skills School reputation Pricing skills Accounting skills Internship program Social functions Recruiting success with school Internship training skills Sports participation Retailing/retail management skills Home hobbies Fraternal organizations Social sciences/arts skills Characteristic O N M M S M N S O S N O M O O N
* P, personal traits; M,marketing skills; N, nonmarketing skills; S, school reputation; O, outside activities.