Recruitment by Internal Promotion

Recruitment by Internal Promotion

Recruitment by Internal Promotion

There is much to recommend the practice of recruiting new salesmen from within the organization. Quite apart from the consideration that 'the devil you know is better than one you don't', the principle of internal promotion is very good for the morale of the inside staff. Not everyone wants to be a salesman, but there are many who do have such an aspiration. Even if they are never selected, they know, at least, that it is the company's policy to consider them. Furthermore, if one does find a suitable candidate lurking in the sales office and puts him on the road, his transference will occasion at least a minor reshuffle within the department he has vacated and this again is a morale-booster.

These are, however, secondary considerations. The particular virtue of a policy of internal promotion to the sales force is that it enables the company to 'grow its own' recruits, rather than have to go outside the firm every time a new salesman is needed. The man selected from within the company will know, broadly, how it operates. He will understand its basic philosophy. Furthermore, he is likely to have, already, some knowledge of its products and its customers. Above all, he comes to the sales force unsullied by possible bad training or bad experience elsewhere. One is, therefore, able to mould the man into the kind of salesman one needs.




Next Step: Diversification



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