© South-Western Educational Publishing GOALS LESSON 5.4 HUMAN RESOURCES  Describe the process of hiring employees  Explain the training needed by a salesperson

© South-Western Educational Publishing Sources of Employees  Walk-in applicants  Usually not qualified for management positions  Advertise  Local newspaper  Employment agency  Can help recruit employees with specialized skills  Schools  College fairs  Recommendations  “who you know”

© South-Western Educational Publishing Screening Applicants  Application  Provides basic information about qualifications  Interview  Acquaint employer with potential employee  Test  Formal tests to measure applicant’s skills  References  Verify accuracy of information about applicant  Physical exam  Protects the employer from responsibility of any existing physical condition

© South-Western Educational Publishing Employee Compensation and Benefits  Payment options  Salary  Straight commission  Salary plus commission  Additional benefits  Employee discounts  Insurance  Profit sharing

© South-Western Educational Publishing Store Training  Store  Location of customer facilitites  Policies  Return policy  Layaway terms  Merchandise delivery  Merchandise  Price  Quality  Use

© South-Western Educational Publishing Sales Training: Closing a Sale 1. Prospecting  Identify customers who need assistance selecting a product 2. Approach  Greet politely  Listen to find if they have any needs

© South-Western Educational Publishing Closing a Sale Cont… 3. Sales presentation  Emphasize features and benefits of product 4. Closing the sale  Customer makes the purchase 5. Suggestion selling  Other items the customer may need?

© South-Western Educational Publishing Performance Appraisal  Set criteria  Evaluate employees based on criteria  Reward employees who meet or exceed requirements