Sample Recruitment Circular

                Sales executive ( TV company) selection process

                           

"Execution, assurance and completion of sales is shouldered by an sales executive. Though  the pattern of execution varies on the basis of company type.Fon instance a TV company. Sales executives sell their company’s goods and services. Their customers may be businesses, governmental organisations or individuals.Their role is to approach potential customers with the aim of winning new business. Many sales executives are also responsible for making repeat sales to their employer’s existing customers. As a TV company sales executive the perspective is somewhat different.

Sales executives work with products and services in many areas including:

• fast moving consumer goods (FMCG), such as food, drink and stationery;
• consumer durables, such as clothes, domestic equipment and toys;
• business services, such as web design, financial products and sponsorship opportunities;
• industrial supplies, such as chemicals, mechanical parts and vehicles.

Within the sales environment a number of other job titles are also used to refer to a similar job role, including: sales representative; sales consultant; territory manager; business development representative.

 

Typical work activities

Typical work activities depend on the market and the setting. A basic distinction can be made between two types of sales: business to business (B2B) and business to customer or consumer (B2C).

B2B sales involve selling products or services from one business to another. This is a typical avenue for graduates. For example, a sales executive in a company that manufactures fast moving consumer goods (FMCG), e.g. soft drinks, will sell to the retailer and may be involved in making a strong argument so the products get shelf space. Activities important for success include:

• relationship building;
• researching the market and related products;
• presenting the product or service in a structured professional way face to face.

B2C sales involve direct selling to the consumer or end user. Examples include selling credit cards via the telephone or selling new cars in a showroom.

Typical activities for sales executives generally include:

• listening to customer requirements and presenting appropriately to make a sale;
• maintaining and developing relationships with existing customers in person and via telephone calls and emails;
• cold calling to arrange meetings with potential customers to prospect for new business;
• responding to incoming email and phone enquiries;
• acting as a contact between a company and its existing and potential markets;
• negotiating the terms of an agreement and closing sales;
• creating detailed proposal documents, often as part of a formal bidding process that is largely dictated by the prospective customer;
• liaising with suppliers to check the progress of existing orders;
• checking quantities of goods on display and in stock;
• recording sales and order information and sending copies to the sales office, or entering into a computer system;
• reviewing your own sales performance, aiming to meet or exceed targets;

Television executives handle the placement of commercials on the stations for which they work. TV sales executives sell available "time" or "spots" within programming, giving potential customers the opportunity to promote their products and services. TV sales execs must not only work on selling ads, but must keep track of existing accounts and locate potential clients.

SOURCES OF INFORMATION
ABOUT JOB APPLICANTS

o    RESUMES

o    APPLICATION FORMS

o    INTERVIEWS

o    TESTS

o              Aptitude (promise) vs Achievement (proof)

o              Cognitive (intelligence, math, spatial, etc) vs Physical ability

o              Personality, honesty, drug and substance abuse 

o    REFERENCE CHECKS

o              Honesty, dependability, ability to work with others

o    PROBATIONARY PERIODS

o              Try them on a “no fault” basis

Content of the Interview

•Occupational experience

•Academic achievement

•Interpersonal skills

•Personal qualities

•Organizational fit

                         Examples of Unstructured Interview Questions...

•Tell me about yourself.

•What is your greatest strength?

•What is your greatest weakness?

•How will our company benefit by having you as an employee?

Structured (Directive or Patterned) Interview

•Series of job-related questions asked of each applicant for particular job

•Increases reliability and accuracy by reducing subjectivity and inconsistency of unstructured interviews

•Answers to questions are recorded and can be compared across candidates

EMPLOYMENT TESTS

WORK SAMPLE TESTS  (Performance)

     Typing, driving, programming, operating equipment

SIMULATIONS     

     In-baskets, dexterity tests, etc

APTITUDE & ABILITY TESTS

     Intelligence & learning potential tests

     Clerical ability & spatial relationships

     Reading comprehension and mathematical abilities

PERSONALITY & TEMPERAMENT TESTS

     Personality tests  (MBTI, MMPI, etc)

     Projective tests  (TAT, Rorschacht Ink Blot, etc)

HEALTH ASSESSMENT

     Drug Tests

     Physical Examinations

The Probationary Period

•Hire immediately with no promises or guarantees

•Permits evaluation of employee’s ability based upon performance

•May be a substitute for certain phases of the selection process

•Evaluation is job-related