Recruitment :

Proses menemukan tenaga penjual potensial dan menarik tenaga penjual tersebut untuk bekerja pada suatu perusahaan Kegiatan menarik atau memilih setiap tenaga yang khusus akan ditempatkan dalam suatu jabatan (penjual) dimana berkaitan dengan pengalaman, pelatihan, bakat, temperamen, psikologis dan performance

 PROSES

RECRUITMENT
Job Spesification Job Analysis

Perencanaan SDM

Alternatif Rekruitmen Internal Sumber Rekruitmen Eksternal Seleksi

Job Description

Desain Application Form

Tes Psikologi

Tes Kesehatan

Wawancara

SELECTION PROCESS OF INDUSTRIAL SALESPERSON

PHASE 1
VARIABLES CONSIDERED
Preliminary screening of resumes & Or Application Form
Education Work Experience Activities Age Other Historical or factual information

PHASE 2
Initial Interview
Personal Characteristic Dress & Appearance, Cleanliness Personality, Interactive Skills, Verbal ability Motivation Interest in Company

PHASE 3
Intensive Interview & Testing Personal
Characteristic Personality Group Interaction (Sociability) Mental Attitude for Position Physical Health Career Goals

SELECTION DECISION Make Offer Postpone Terminate Consideration

VARIABLES/ LEVELS ELIMINATED

Insufficient Education Low Grade point Insufficient Work Experience Poor Work Record

Offensive Personality Low Motivation Not Interested in Position

Offensive Personality Low Sociability Low Test Score Poor Health Condition Unrealistic Career Goals

SALES TRAINING & DEVELOPMENT

Training : Serangkaian aktifitas yang dirancang untuk meningkatkan keahlian dan pengetahuan/perubahan sikap seseorang

TRAINING

KETRAMPILAN

KEAHLIAN

Development : pemberian kesempatan belajar untuk mengembangkan individu, sehingga siap memikul tanggung jawab dimasa yang akan datang

DEVELOPMENT

PENGETAHUAN

KONSEP


  

TUJUAN TRAINING
Meningkatkan produktifitas kerja Meningkatkan ketrampilan Mencegah keusangan ketrampilan

Bentuk Sales Training 1. Formal sales Training

direncanakan untuk tenaga penjual baru, dengan program yang lengkap , jadwal, rencana pelajaran, visual aids, peralatan mengajar , reviews dan evaluasi.

2. Informal Sales Training

pengembangan profesional secara terus menerus untuk tenaga penjual

Training and The Salespersons Career Cycle

Maturity

Development Achievement Level

Decline

Preparation Time Units

PREPARATION New Sales Recruts must be made aware of their duties and functions New Sales Recruts must receive product and company knowledge DEVELOPMENT Ocurs when a new salespersons productivity begins to rise Need field coaching to identity and correct sales problem MATURITY Sales people need to be retrained, reminded of the basic selling skills Transferring them to a new territory or promoting DECLINE Retraining and motivation are needed

Syarat training yang efektif

    

Harus menciptakan motivasi Harus menurunkan biaya penjualan & turn over tenaga penjual Menghasilkan tenaga penjual yang fleksibel dan inovatif Meningkatkan volume penjualan Meningkatkan efisiensi pengawasan kegiatan penjualan

Some of the spesific situation that call for retraining :  When new products are to be introduced  When new kinds of customer are to be solicited  When salesperson is to be assigned to new territory, to be promoted to a supervisory position, etc Training Techniques Lectures Discussions Panels Role playing, visual aids, drama & skits, audio tapes