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Personified Promotion
RESPONSIBILITY FOR STAFFING
In smaller companies, responsibility of staffing is placed on the field sales manager. In large companies,
staffing is centralized at the headquarters. Regardless of where the responsibility is located, the field sales
manager is usually given the opportunity to approve or disapprove a candidate. This is done to preserve
the authority of line management.
ADVANTAGES OF STAFFING BY SALES MANAGER
The sales manager carries the greatest responsibility of staffing because of these advantages:-
• He has to work directly with the Salesman.
• The possibility of the sales manager obtaining men of various attitudes and background is
high. This makes the sale force heterogeneous.
• The adaptation of new salesman to the organizational procedure is easier.DISADVANTAGES OF STAFFING BY SALES MANAGER
• The dilution of uniformity of actions i.e. home office or headquarters acting against sales
manager vice versa.
• The addition of more management task for the sales manager thus causing work overload.
This may result in poor job by the sales manager.
• There are tendencies for the sales manager to hire in his own image. He may hire salesmen,
having the same habits which may affect his suitability for the purpose.HIRING SOURCES OF SALESMEN
- PRESENT EMPLOYEES: promotion from within is a widely used source of sales manpower
with industrial sellers tending to favour more than consumer sellers. A basic argument
advanced for internal sources is that an individual, by coming up through the ranks,
will be thoroughly familiar with the company – its products, policies, people, methods
of operation and possibly even its customers. This means less training and minimum
transitory disruption.
The company is aware of the candidate’s personality characteristics and performance under
actual business condition. This implies less risk and provides an opportunity for management
to evaluate the potentials of the employee.Internal promotion could be used as a reward for loyalty, also increased staff morale.