Salespeople recruitment methods and training

Inhaltsverzeichnis (Table of Contents)

• CHAPTER 1: MOTIVATION AND OBJECTIVES OF DISSERTATION
• Introduction
• Aim
• Research Objectives
• CHAPTER 2: LITERATURE REVIEW
• Introduction
• Salespeople motivation (incentives for work)
• Salespeople recruitment
• Salespeople selection
• Salespeople training
• The need for training salespeople and training objectives
• Modern critical considerations in traditional subjects and modes of training salespeople
• Methods of training salesmen
• Traits of salespeople
• Personal characteristics
• Skills
• Behavioral characteristics of the salesperson
• Correlation of salespeople recruitment and selection methods with training programs (in the heavy industry sector)
• Suggested Salespeople Selection & Training Process
• CHAPTER 3: METHODOLOGY AND RESEARCH LITERATURE REVIEW
• Research Philosophy (Positivism vs. Phenomenology)
• Research Approach (Inductive vs. Deductive)
• Research Types
• Research Design
• Questionnaire
• Preparing the questionnaire
• Questionnaire Creation
• Sampling methods
• The role of the Researcher
• Validity and Reliability
• Ethics
• CHAPTER 4: RESEARCH METHODOLOGY AND FINDINGS
• Introduction
• Quantitative Research
• Aim of the Quantitative Research
• Participants and Response Rate
• Sample
• Instrument of Quantitative Research
• Method of Contact
• Pilot testing
• Validity/Reliability
• Data Collection
• Coding
• Statistical analysis
• Questionnaire Analysis
• Sources and attraction methods of salesmen in the Greek heavy industry
• Selection methods of industrial salesmen in the Greek Heavy Industry companies
• Greek Heavy Industry salespeople training
• Qualitative Research
• Aim
• Participants and Response Rate
• Validity/Reliability
• Analysis of answers to questions regarding the uniqueness of the heavy industry with regards to recruitment, selection and training
• Profile of salesman at the Greek heavy industry
• Greek Heavy Industry Companies and the Industrial Salesman
• Primary research limitations
• Primary Research Conclusions
• Conclusions regarding the correlated view upon the three factors
• CHAPTER 5. CONCLUSIONS AND RECOMMENDATIONS FOR FURTHER RESEARCH
• Incentives for work and integration of approaches
• Attraction and selection of industrial salespeople
• Training of industrial salespeople
• Industrial salespeople turnover
• Proposals for practical implementation of the results
• Recommendations for further research

Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)

The dissertation investigates the recruitment, selection, and training of industrial salespeople, specifically within the Greek heavy industry sector. The goal is to understand how these practices are implemented in practice within the context of this particular industry, focusing on both theoretical background and real-world application.

• Recruitment and selection practices of industrial salespeople in the Greek heavy industry
• Training practices and their effectiveness in developing essential skills for industrial salespeople
• The unique challenges and opportunities in attracting and retaining talent within the heavy industry sector
• The impact of training programs on the performance and development of industrial salespeople
• Comparison of heavy industry HRM practices with those found in other B2B industries

Zusammenfassung der Kapitel (Chapter Summaries)

• Chapter 1: Motivation and Objectives of Dissertation: This chapter introduces the research topic, outlining the research objectives and the rationale behind the dissertation. The importance of investigating recruitment, selection, and training practices for industrial salespeople within the Greek heavy industry sector is highlighted.
• Chapter 2: Literature Review: This chapter provides a comprehensive overview of relevant existing literature related to salespeople recruitment, selection, and training. It explores various aspects including motivation, recruitment methods, selection techniques, training programs, and the specific characteristics of industrial salespeople.
• Chapter 3: Methodology and Research Literature Review: This chapter details the research methodology employed in the dissertation, including the philosophical underpinnings, research approach, types of research, and the specific design used for data collection. It also elaborates on the process of questionnaire development, sampling methods, the role of the researcher, and the measures taken to ensure validity and reliability of the study.
• Chapter 4: Research Methodology and Findings: This chapter presents the results of the research, utilizing both quantitative and qualitative data analysis. It examines the data gathered through the questionnaires, exploring the specific practices and characteristics of recruitment, selection, and training within the Greek heavy industry sector.

Schlüsselwörter (Keywords)

The study focuses on the areas of recruitment, selection, training, industrial salespeople, and the Greek heavy industry sector. Key themes include human resources practices, HRM policies, B2B practices, and the specific characteristics and skills of industrial salespeople within a heavy industry context. The research aims to contribute new knowledge regarding these areas, particularly in a sector that has received limited attention in academic research.