Salesmanship · Class 11 Commerce
Ch 3Recruitment, Training and Remuneration of Salesman — Class 11 Salesmanship, concept-first.
The success of any selling organisation depends more on the quality of its sales force than on almost any other single factor, because it is the salesman who meets the customer face to face and turns the firm's selling effort into actual orders.
Key concepts
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Recruitment of Salesmen
Recruitment is the positive process of searching for and attracting suitable candidates for selling jobs so as to build a pool of applicants.
Most relevant Q&A
Chapter contents
The NCERT structure, section by section. Open a section to see its questions, then read the concept-first solution.
Recruitment of Salesmen: Meaning and Importance of Sound Recruitment
The success of any selling organisation depends more on the quality of its sales force than on almost any other single factor, because it is the salesman who meets the customer face to face and turns…
Sources of Recruitment
Once a firm decides to recruit salesmen, it must decide where to look for candidates. The sources of recruitment are broadly of two kinds — internal sources (from within the organisation) and external…
Selection Procedure
Selection is the process of choosing, from among the recruited applicants, the persons best suited for the selling job and rejecting the rest.
Training of Salesmen: Need and Limitations
Selecting a suitable candidate is only the beginning; before a salesman can sell effectively he must be trained.
Methods of Training and Requisites for Effective Training
Methods of training salesmen
Remuneration of Salesmen: Factors Affecting Remuneration
Remuneration is the reward or payment a salesman receives for his services. Deciding a fair and motivating remuneration plan is one of the most important tasks of sales management, because remuneratio…
Methods of Remuneration
There are three basic methods of remunerating salesmen — the straight salary method, the straight commission method, and the combination (salary-plus-commission) method.
Exercises
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- Q1What is meant by recruitment of salesmen? Explain the importance of sound recruitment.Free
- Q2Distinguish between internal and external sources of recruitment of salesmen, giving examples of each.Free
- Q3Describe the steps in the selection procedure of salesmen.Free
- Q4Why is selection called a negative process while recruitment is called a positive process?Preview
- Q5Explain the need (importance) of training salesmen. State any three limitations of training.Preview
- Q6Describe the various methods of training salesmen.Preview
- Q7What are the requisites of an effective training programme for salesmen?Preview
- Q8Explain the factors affecting the remuneration of salesmen.Preview
- Q9Explain the three basic methods of remunerating salesmen, with their merits and demerits.Preview
- Q11State whether the following statement is True or False and give a reason: 'A straight commission plan gives a salesman a secure and steady i…Preview
- Q12Why do most firms prefer the combination (salary plus commission) method of remunerating salesmen?Preview