Effective sales managers and personnel managers make every effort to hire the best sales personnel available to them.  Poor selection procedures cause expense and heartbreak to both employees and employers.  Hiring mistakes cost the organisation considerable training monies.  The costs to the wrongly selected trainees themselves are in the form of missed opportunity:  What other jobs could they have taken?

 

An organisation’s turnover rate shows the effectiveness of its selection procedures, although it also points to other possible problems, such as accuracy of job descriptions.  A poorly chosen salesperson is likely to leave the company on his or her own or, in the worst case, to be fired.  Such short stints of employment waste the company’s training recruiting ringgit, but also look bad to the customers, who lose faith in and grow impatient with a company that cannot keep it sales force.

 

The intention of this half-day programme is to arrest selection problems and at the same time to be able to conduct an effective appraisal exercise so that both employer and employee will work together leading to a win-win situation.