Question

Explain how the job interview process is similar to the stages in the personal selling process. Be specific.

Answer 1

The process followed in job interview is similar to those followed in personal selling. It is explained in following steps:-

1) Prospects: The first step of personal selling is prospects where the prospective customers are determined by the salesman through various studies ans surveys.

In the same manner, the applicant of job interview determines various prospective employers which suits his/her needs.

2) Plan to approach: After determining prospects, salesman plans to approach prospective customers. Salesman prepares presentations and equip himself/herself with the information which may be useful for customers.

In the same way, after detremining the prospective employers, applicant prepares himself or herself for better presentation. He/she collects the information which may be useful for employers.

3) Approach and presenting:- Once, the planning is done, salesman approaches the prospective customers to know its needs and present the goods, services or offers that can serve those needs. The offerings made by salesman are customized as per need of the customers.

In the same way, applicant approaches the employers to know the needs of their organizations and present his qualifications and capabilities in the way that can best serve the employers' organisation.

salesman tries to convince the prospective customers and addresses the concrens which customers have regarding the offerings. In the same way applicant tries to convince the prospective employers and addresses their concerns.

4) Commitment: Salesman commits to provide the same offring as he/she have already discussed with the customers. Salesman ensures the timely and accurate delivery of the product to the customers.

In the same way, applicant commits to work with the employer as per their discussions. The further formalities are ensured by applicant to commit for work. the applicant becomes employee of the organization at this stage.

5) After-sales: Salesman ensures that the customers get the desired product or services. salesman collects feedback from the customers for better customer satisfaction and customner retention.

In the same manner, employees and employers keep meeting for taking feedbacks from each other to ensure employee retention and job-satisfaction.

Thus, personal selling is selling products to the customers and job- interview is selling applicants' job commitment to the employer. The process is similar in both.