SHRM
 Sales human resource management refers to activities
undertaken to attract, develop and maintain effective
sales force personnel within an organization
SHRM
People Planning Employment Planning
How many Type of Recruitment Selection Socialization
to hire? people

Recruitmentas the process of searching for
 It has been defined
prospective applicants and stimulating them to apply
for jobs in the organization.
 Recruiting and selecting a new sales force is an
important aspect of the sales manager’s job and part of
sales planning.
 The basic objective of sales force planning is to balance
supply and demand

Preparing the job description and
specification
• Following factors should be included in any job
description
1. Title of the job
2. Duties and responsibilities
3. Reporting methods
4. Technical requirements
5. Territory to be covered
6. Degree of autonomy

Recruitment Sources
• The source of recruitment can be divided into two
categories:- internal and external.
Internal Sources of recruitment
1. Lateral and upward move
2. Interns and cooperative students
3. Employees referral program me

 External Sources of Recruitment
Other industry source
Educational institutions
Advertising
Employment agencies
Walk-ins
Networking
Web sources

Selection Procedure
 It involves picking and hiring a few people from the
total number of candidates applying for the job. It is
done by comparing the requirements of a job with the
applicant’s qualifications.

Steps in selection process
 Hiring profile
 Application scrutiny
 Interview
 Psychological testing
 Reference check
 Physical examination
 Job offer