Recruitment: is the process of screening and choosing people highly qualified in a position or a job in an organization. Recruitment is the process by which suitable source of manpower are identified to fit the organizational requirement. •Purpose of recruitment: Its aim is to attract qualified job candidates. Selection: is the process of picking individuals who have relevant qualifications to fill jobs in an organization. Selection is the process of picking individuals who have relevant qualifications to fill jobs in an organization. •Purpose of Selection: The basic purpose is to choose the individual who can most successfully perform the job, from the pool of qualified candidates. The Important of Recruiting and Selecting Salespeople:
•Recruitment and selection are the most challenging and important responsibilities of sales management. •The recruitment and selection of a sales force often is the key to success for an organization. A successful sales team leads to profitability and future growth. Most organizations that hire sales professionals use a very detailed, well-orchestrated process to ensure that the candidates selected will meet or exceed targeted sales goals. •Sales person is the face of the company in the market and represents the company; therefore hiring a right salesperson is critical duty and responsibility. The sale person being the representative of the company helps establish the identity and image of the company in the market and is equally responsible to the consumers also, thereby playing a crucial role of an interlink. Hiring wrong person may lead to cause bad reputation and image of the company. Problems associated with inadequate implementation:
Selecting the wrong person for the job may cause problems such as followed: •Inadequate sales coverage and lack of customer follow-up. •Increased training costs to overcome deficiencies.
•More supervisory problems.
•Higher turnover rates.