COURSE CONTENT
Introduction
- The calibre of sales personnel today
- The challenges of today’s business environment
- Sales culture of companies
Part I: The Selection Process
- The sales personnel selection process
- The questions that must be answered in evaluating a salesperson selection program
- Why a systematic approach to selection is important to salesperson hiring decisions
- Identify the major selection tools used in staffing a sales force
- The correct way to extend an offer of employment or to reject a candidate
Part II: Evaluation of Sales Personnel
- Reasons for sales evaluation
- The two type of standards in sales evaluation
- Understand the meaning of input measures
- Understand the meaning of output measures
- Information sources for evaluation
- Methods of sales evaluation
- Applying the developing plan for the sales personnel
- Guidelines for sales evaluation interviews