Discuss the importance of recruitment and selection of sales people Essay

Discuss the importance of recruitment and selection of sales people. Explain the possible problem that you may en proceeds in selecting the wrong person for the job - Essay ExampleAnd in spite of the considerable expansion of the indirect sale, supported by the fast and phenomenal increment of new technologies, the direct sale remains a privileged tool in the global sales process. Nevertheless, it is will be assigned here that eve the sale is done by direct or indirect way the salesman plays a major role in this process that we will try to shine up along this paper.In an intuitive way, we can say that it is somebody who succeeds in convincing a customer to buy his product or his service at his price and his conditions. We will be able to discourse a long time on the subject, but the real fact is that the salesman is currently engaged in order to achieve this objective and to improve the results continually (Doney and Canon 1997). Thus, the real mission of salesman is to accomplish a work with innovation, motivation and high confidence.Doney and Canon (1997) verbalise that, more and more people beginning their sales career adopt an attitude which is harmful for themselves with respect to their work. They identified a series of reasons that lead to this miscellany of behaviors. Among those reasons they mentioned the lack of confidence in a product, the difficulty in making a final choice by the absence of priority sense, etc. more than emotive reasons like personal rejection or fidelity towards their current supplier are also present and they are often among the most difficult to counter to. The internal conflicts at the various stages of intervention in large organizations are omnipresent and constitute serious problems but not insurmountable obstacles for salespeople (Forsyth 1980).We must dream up here that in 67 % of the cases, the first objection of the customer is not the true objection and that the sale starts when the customer says not. We wish to warn against the reflexes of defense mechanism which come with the rejection and which tend to