Recruitment and Selection

Process
Examining sales
persons turnover
Establishing hiring
objectives
Determining the no.
of people needed
Determining the type
of people needed
Job Analysis
Job Qualifications
Job Description
Internal Sources
External Sources
Preliminary interview
and pre-interview
screening
Formal application
Interview(s)
Reference and credit
check
Testing
Physical Examination
Employment offer
Planning for
Recruitment &
Selection
Step 1
Recruitment:
Locating
Prospective
Candidates
Step 2
Selection:
Evaluation and
Hiring
Step 3
SELECTION

Selection involves the series of steps by
which the candidates are screened for
choosing the most suitable persons for
vacant posts.

STEPS IN SELECTION
PROCESS
Preliminary
interview and pre-
interview
screening
Formal
application
Interview(s)
Reference and
credit check
Testing
Physical
examination
Employment offer

Preliminary interview and
pre-interview screening

Serve as an initial screen
Detects the presence or absence of
predetermined minimum qualifications.
Eliminate unqualified applicants.


Formal application

Serves as a central record for all pertinent
information
Included are:
o Present job
o Dependents
o Education
o Work experience
o Time with last employer
o Reasons for leaving last job
o Hobbies etc.

Interview(s)

Get to know the candidate
Determine fitness for job
verify facts on application
two way communication device
Locations
Campus
Recruiters Location (i.e. Plant Trip)
Neutral Site
Telephone


Interview(s)

Types of interviews

o Structured interview
o Unstructured interview
o Stress interview
o Group discussions


References

May be time-consuming, costly
Can ensure factual data
Job experience
College degrees
Can reveal opinions
Aptitudes
Job performance
Can prevent costly hiring mistake

Testing

References

Present or former employers
Former customers
Reputable citizens
Mutual acquaintances

Psychological tests

Intelligence tests mental ability
Aptitude tests interest in and ability to perform
job
Personality often tests traits related to future
success in a job



Physical examination

Sales jobs require sound basic health,
stamina and the physical ability
Caution when requiring medical
examinations and specific tests for drug use,
HIV virus
Physical exam can be performed only after
extending job offer (ADA)



Employment offer

Terms and conditions of service regarding
compensations and allowances
Probationary period
Last date to join duty

SOCIALIZATION
Anticipatory stage
Encounter stage
Setting in