Selection Process -
Choosing the Right Candidate
Selecting a suitable
candidate can be the biggest challenge for any organisation. According
to Dale Yoder - "Selection is the process in which
candidates for employment are divided into 2 classes - those who
are to be offered employment and those who are not." The
success of a sales organisation largely depends on its staff.
Selection of the right candidate builds the foundation of
any organization's success and helps in reducing turnovers.
Though there is no fool proof
selection procedure that will ensure low turnover and high profits, the
following steps generally make up the selection process for the right sales
Pre Interview Screening & Preliminary Interview
This is generally the starting
point of any employee selection process. Pre Interview Screening
eliminates unqualified applicants and helps save time. Applications
received from various sources are scrutinized and irrelevant ones are
discarded. A preliminary Interview may be conducted as well.
An candidate who passes the preliminary interview and is found to be
eligible for the job is asked to fill in a formal application form. Such a
form is designed in a way that it records the personal as well
professional details of the prospective sales employee.
Most sales managers believe that the personal interview is an absolute
'MUST'. It helps them in obtaining more information about the prospective
employee. It also helps them in interacting with the candidate and judging
his communication abilities, his ease of handling pressure etc. In some
Companies, the selection process comprises only of the Interview.
forms include a section that requires prospective candidates to
put down names of a few references. References can be classified
into - former
employer, former customers, business references, reputable persons. Such
references are contacted to get a feedback on the person in question
including his behaviour, skills, conduct etc.
Many Companies check the financial condition of a prospective employee. If
a person faces the burden of heavy loan or debt, a prospective
employer would want to know that.
Different types of tests are conducted to evaluate the capabilities of an
applicant, his behaviour, special qualities etc. Separate tests are
conducted for various types of jobs.
If all goes well, then at this stage, a physical examination is conducted
to make sure that the candidate enjoys sound health and does not suffer
from any serious ailment.
candidate who clears all the steps is finally considered right for a
particular job and is presented with the job offer. An applicant can be dropped at
any given stage if considered unfit for the job. Only after successfully
clearing all the hurdles, an applicant can enjoy the feeling of being
selected for a particular job.
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