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 personnel -
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.
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.
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.
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.
A 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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