Q.Describe the steps in the selection procedure of salesmen.

Selection is the process of choosing the most suitable applicants for the selling job and rejecting the rest; it is a negative, eliminating process carried out through a series of steps.

Selection is the process of choosing, from among the recruited applicants, the persons best suited for the selling job and rejecting the rest. It is a negative or eliminating process because candidates are screened out at each step. A well-organised selection procedure generally has these steps:

1. Receiving and screening applications — candidates fill in an application blank giving age, education, experience and personal details; clearly unsuitable applications are screened out at this preliminary stage.
2. Preliminary interview — a short interview to judge appearance, speech, manners and general fitness, so obviously unsuitable persons are eliminated early.
3. Tests — suitable candidates take tests such as intelligence, aptitude and personality tests (and sometimes a practical sales test) to measure qualities hard to judge by interview alone.
4. Main (formal) interview — a detailed interview by the sales manager or a committee to assess knowledge, confidence, communication skill, attitude and suitability in depth.
5. Checking references — the firm contacts the referees named (past employers, teachers) to verify the candidate's character and record.
6. Medical examination — since selling involves travel and long hours, the candidate is examined to confirm physical fitness.
7. Final selection and appointment — successful candidates are selected and given an appointment letter stating the terms, usually followed by placement on probation before confirmation.

A sound procedure ensures that only genuinely suitable persons enter the sales force, reducing later turnover and making training and supervision more effective.

State the steps in a logical order; a common error is to place the medical examination or reference check before the interview. Note that selection is a negative (eliminating) process, unlike recruitment which is positive.