2. Recruiting

Managers perform various functions, but one of the most important and least understood aspects of their job is proper utilization of people. Research reveals that worker performance is closely related to motivation; thus keeping employee motivated is an essential component of good management. In a business context, motivation refers to the stimulus that directs the behavior of workers toward the company goals. In order to achieve company goals, managers must be aware of workers' needs.

Recruiting good people is a difficult task. It is time-consuming and costly. But a well-chosen labor force will be more productive than a poorly-chosen one. Do a good job of selecting and recruiting employees and they will stay with you. People who work a territory for years build up good­ will for the company; they become well-acquainted with the customers’ needs and are able to give advice rooted in experience. Customers place a lot of confidence in such people. A poorly-selected labor force means a high staff turn-over. There are two main reasons for having to recruit: expansion and replacement. But in any case you need to prepare a "man profile". Some of the points that might be included in the man profile are:

age range qualifications

experience single or married

stills personal characteristics

education level physical abilities

foreign languages appearance

These should be listed in terms of what is acceptable and what is preferable, as in Table 1.

Table 1. Man profile for sales person

	General	Preferred
Age	26-45	Under 30
Experience	Minimum	1 to 2 years
Skills	-	Ability to read blueprints
Education	Minimum	First degree
Foreign languages	-	French
Qualification	Minimum	Member of Institute of Sales
Single/married	-	Married with children
Appearance	Neat/tidy	M: clean-shaven, clean nails, non-smoker, short hair; F: neat, good-hands, slim, non­ smoker, shortish hair;
Physical characteristics	-	Well-spoken, well-mannered, pleasant voice, articulate

Sometimes a list of characteristics and guidelines is created. The list may include the following points:

1. Appearance 11. Enthusiasm

2. Handshake 12. Numeracy

3. Courtesy 13. Flexibility

4. Friendliness 14. Health (smoker?)

5. Poise 15. Knowledge

6. Speech 16. 0riginality

7. Self-control 17. Persuasiveness

8. Handwriting 18. Mental alertness

9. Ambition 19.Interest in job

10. Curiosity 20.Self-starter

There are many sources of recruitment. The following are among them: educational establishments, employee agen­cies, trade associations, job centers, advertising.