A firm should spend too little on selection procedure in stead it should

A firm should spend too little on selection procedure in stead it should spend more on training programmes. Discuss.

Ans.

Appropriateness of Selection of Salesmen through Suitable Selection Process

Suitable candidate is sort out through the selection procedure. Selection procedure selects most suitable and qualified person. Success of business depends upon the salesmen. Following are the advantages of selecting a qualified and skilled salesman.

1. When a qualified and skilled workman is selected, it increases the sales of the concern. An unskilled salesman cannot be fruitful for the concern.

2. Selection of a skilled salesman in helpful in maintaining good relation with customers and he helps in increasing the sales of the concern by creating belief and removing complaints of the customers.

3. Dutyful, efficient, honest salesman executes his work faithfully. It reduces supervision expenses.

4. If selection procedure of the concern in sound, persons having high moral shall be selected and they will provide their full co-operation in the success of the concern.

5. It selection procedure is operated duly, suitable salesmen shall be selected.

6. Qualified and efficient salesman runs his work peacefully.

7. Suitable selection increases the production and is increases the revenue of the marketing firm.

8. Policies and system’s of the concern can be made stable because a good salesman provides his services for the long period.

In its contrary if concern selects a salesman without investing proper time and attention it will be harmful for the concern and it will increase the costs. Labor turnover will be more. More money will be invested on providing training and new salesman shall be selected again and again. In it there shall be wastage of time and money and concern will be unable to find a suitable salesman. So, firm must pay proper attention on the selection procedure so that suitable salesman can be selected.

Importance and Advantages of Salesman Training

Persons selected through selections process require training because a new salesmen cannot sell firm’s products successfully. In the view of all scholar without training a salesmen does not sell good, however customers purchase them. Firm, salesman and consumers get advantages of training.

(1) Advantages to Business Firm: Marketing firm will get following advantages from training-

1. Increase in Sales: Sales of the concern increases when training is provided to salesman by preparing training programme. Salesman acquires practical knowledge of sales and he becomes expert in sales. A scientifically planned training programme increases the sales.

2. Stability in Salesmen : Salesman become expert in their function and became satisfy with their job and reword. They provide service for the long period.

3. Good Relations: Training programmes makes good relations between employer, employees and customers. Salesmen do not create useless disputes.

4. Reduction in Supervision Expenses: Salesmen reduces mistakes and errors because they skilled in their work a maintaining the accurate accounts and providing sales report regularly reduce supervision expenses.

5. Organizational Stability: If any salesman resigns from his service his other companion salesman can take charge due to his efficiency acquired through training.

6. Increase in Goodwill and Image : Training increases efficiency of sales person. It increases sales and benefits of the concern. It improves image and credit of the firm.

7. Reduction in Advertising Cost: Salesman furnishes products in attractive and decorative manner and customers became familiar with the products. When a customer came at shop, salesman provides knowledge regarding the product. It reduces advertising expenses.

On the basis of above discussion it can be concluded that firm should adapt selection procedure for the selection of sales force and efforts should be made to select qualified and efficient salesmen. Proper training should be. provides because a scientifically selected, qualified, efficient, properly trained salesman can be highly capable in sale money expends on sales training cannot be void.