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Personified Promotion
There are three notable points in staffing system
- Recruiting, selection and orientation need to be assembled or combined together with the
other functions of manpower development in such a way as to constitute a unitary whole. - Sales manpower development programmes must be viewed as investments with notable
pay-off, some five to ten years off. - The sales manager should have formal knowledge of the type of person required by the
sales job i.e. fitting the man into the job.
BENEFIT FROM STAFFING SYSTEM
Planned and systematic approach can remove costs that can result from other less effective hiring
procedure. These costs can be incurred as a result of either:
- TURNOVER
• High rate of sales person replacement can increase cost of maintaining a sales force i.e.
loss of experienced and trained salesperson.
• Training costs and the salaries paid during the training period will be largely dissipated
by high turnover. The reason is that resignations and discharges are most likely to occur
in the early years of service preventing significant write-off of the expenses.
• Another cost of high turnover is the subtle deterioration of customer’s goodwill.
Customer’s confidence may be shaken by the disruption in established relationships.
• Frequently overlooked as a cost is the loss of customers, hence sales volume when a
salesman leaves a company. Sometimes customer’s loyalty is to a particular salesman.
Usually, salesperson that leaves a company has a way of carrying some customers along. - SALES FORCE PERFORMANCE
A costly consequence of poor hiring practice is their cumulative effects on sales force
performance. Ineffective salesmen represent an immeasurable opportunity loss. Lost are the
sales and/or profits which would accrue with good performance. If ineffective performances
are predominant in a sale force, their presence will drive away good performers and dissuade
potentially good performers from joining the company. Ineffective salesman will not be able
to collect the vital information which, as a matter of procedure, will be requested by credit,
customer service, and marketing research. Ineffective salesman will also not be able to follow
through leads provided by advertising, customer service and inside salesman.