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Certificate in Recruitment Practice > Unit 3-1-1: Understanding Sales in Recruitment Part 1 > Flashcards

Unit 3-1-1: Understanding Sales in Recruitment Part 1 Flashcards

1
Q

Define the concept of sales in recruitment

A

“the act of selling a product or service in return for money and is the act of completion of commercial activity”

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2
Q

A successful salesperson should focus on which activities?

A
  1. Marketing: Gaining the customer
  2. Sales: Gaining commitment
  3. Business development: Gaining loyalty
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3
Q

What is the purpose of sales activity?

A
  1. Creating brand awareness
  2. Identifying sales opportunities
  3. Adding value to customers
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4
Q

Name the six elements of the recruitment sales cycle?

A
  1. Identify the sales opportunity
  2. Question to identify needs
  3. Show capability
  4. Manage objections
  5. Ask for commitment
  6. Create Loyalty
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5
Q

What can a salesperson look at to understand the target market place?

A

Look at relevant criteria such as:
1. Industry
2. Market sector
3. Demographics
4. Location
5. Size

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6
Q

What sort of buyers should a salesperson look for?

A
  1. Existing
  2. Potential
  3. Lapsed
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7
Q

What possible sources could be used to look for buyers?

A
  1. Internet
  2. Job boards
  3. Candidates
  4. CRM
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8
Q

When qualifying a sales lead, what questions should a salesperson be asking themselves?

A
  1. What are and how big are the opportunities?
  2. Can we compete?
  3. Is it worth winning?
  4. Will we get paid?
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9
Q

What else should be assessed when qualifying leads?

A
  1. Need of the buyer
  2. Budget of the buyer
  3. Authority of the buyer
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10
Q

What sources of information can be used for collecting information during lead qualification?

A
  1. Clients themselves
  2. Your colleagues
  3. Other departments (including finance)
  4. Candidates
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11
Q

What reasons might you have for not working with a client?

A
  1. Ethical
  2. Legal
  3. Commercial
  4. Resource
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12
Q

How could you qualify a sales lead?

A

Apply a dynamic score to indicate which opportunities are more likely to convert.

Always remember to review each client regularly - especially those who have not qualified.

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13
Q

Define research in recruitment sales

A

“the gathering of information from various sources to establish facts and detail”

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14
Q

Why is research in recruitment sales important?

A

It provides ideas, options and opportunities.

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15
Q

What sort of information can be gathered when researching a sales opportunity?

A
  1. What the organisation is?
  2. Market sector
  3. Market share
  4. Organisational structure
  5. Vision and mission
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16
Q

What sources can be used to research a sales opportunity?

A
  1. Internet / website
  2. Decision makers
  3. Candidates
  4. Colleagues
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17
Q

Define planning in recruitment sales

A

“the process of deciding in detail how to do something before actually doing it”

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18
Q

Why is planning important in recruitment sales?

A

It provides clear focus and structure.

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19
Q

What tasks can be panned for in recruitment sales?

A
  1. Sales goals
  2. Daily sales tasks
  3. Sales planning
  4. Client meetings
  5. Client objections
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20
Q

When shopuld you plan in recruitment sales?

A
  1. Daily for the following day
  2. Weekly for the following week
  3. Monthly
  4. Quarterly
  5. Yearly etc
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21
Q

Define goal setting in recruitment

A

“the process of determining an objective or desired result”

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22
Q

Why is goal setting important in sales recruitment?

A

It provides focus and challenges

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23
Q

What goals can be set in recruitment sales?

A
  1. Yearly sales target
  2. Monthly targets
  3. Weekely aims
  4. Calls & meetings
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24
Q

How should goals be set in recruitment sales?

A
  1. Specific
  2. Measureable
  3. Achievable
  4. Relevant
  5. Time-bound
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25
Q

Name three tools that can be used to identify competitor threats, Key Selling Propositions (KSPs) and Unique Selling Propositions (USPs)

A
  1. SWOT anaysis
  2. PESTLE analysis
  3. Porters Five Forces
26
Q

What does SWOT anaysis stand for?

A
  1. Strengths
  2. Weaknesses
  3. Threats
  4. Opportunities
27
Q

What does SWOT analysis analyse?

A
  1. Competitor threats
  2. Key Selling Propositions KSPs)
  3. Unique Selling Propositions (USPs)
28
Q

Example strengths?

A
  1. Unique offerings
  2. Nieche market
  3. Competitive rates
29
Q

Example Weaknesses?

A
  1. Competitors undercutting
  2. Lack of sales activity
  3. Limited client conversions
30
Q

Example opportunities?

A
  1. Improved economy
  2. Large employer moving to the area
  3. Competitor with large staff turnover
31
Q

Example threats?

A
  1. Sales competitors
  2. Reduction in client budgets
  3. Changes in legislation
32
Q

Name some strengths of SWOT analysis

A
  1. Low cost
  2. Strategic planning
  3. Better understanding of business
33
Q

Name some weaknesses of SWOT analysis

A
  1. Too simplistic
  2. Subjective
  3. May generate alot of information
34
Q

Which two tools are comonly used together?

A

SWOT and PESTLE

35
Q

What does PESTLE stand for?

A
  1. Political events
  2. Economic situation
  3. Sociological /social change
  4. Technological advancements
  5. Legislative changes / framework
  6. Environmental considerations
36
Q

What does PESTLE analyse?

A

Macro-environmental issues

37
Q

Benefits of using PESTLE?

A
  1. Simple and easy to use
  2. Reduces the impact of potential threats
  3. Identifies new opportunities
38
Q

Weaknesses of PESTLE?

A
  1. Huge amounts of dynamic data
  2. Factors evolve on a daily basis
  3. May require lots of contributers
39
Q

What does Porter’s Five Forces Model analyse?

A

The external competitive business environment

40
Q

What five categories did Porter use?

A
  1. Threat from established competitors
  2. Threat from new entrants
  3. Threat of substitute products or services
  4. Bargaining power of customers
  5. Bargaining power of suppliers
41
Q

Examples of existing competitor threats?

A
  1. Who are the competitors?
  2. How much is understood about them?
  3. What are their strengths and weaknesses?
42
Q

Examples of new entrant threats?

A
  1. What start-ups are there?
  2. Who is trying to target your customers?
43
Q

Examples of substitute products and services threats?

A
  1. Alternative ways to hire?
  2. New technologies such as social media
  3. Direct channels
44
Q

Bargaining of buyer considerations?

A
  1. What buyin power do they have?
  2. Who is making the buying decisions?
  3. Central vs local purchasing?
45
Q

Name some bargaining power of supplier considerations?

A
  1. Is it a candiate led market?
  2. Which skills are in short supply?
  3. Recruitment pages and job boards?
46
Q

Benefits of the Five Forces Model

A

Gets people thinking in a straight forward, structured, easy to understand, strategic way.

47
Q

What does Professor Joël Le Bon tell us about the knowledge and behaviour of effective sales people?

A

Strategic behaviour maximises a sales opportunity

Success has little to do with luck and alot to do with preparation, research and other actions in the lead up to the sale.

48
Q

Examples of activities that lead to unsuccessful outcomes

A
  1. Lack of research, planning and goal setting.
  2. Disorganised sales activity.
  3. Poor time management.
  4. Quantity over quality.
49
Q

Examples of activities leading to successful outcomes

A
  1. Planning
  2. Research the market
  3. Set clear, defined goals
  4. A genuine desire to learn and develop
50
Q

Examples of successful behavioural requirements

A
  1. Assertiveness
  2. Resilience
  3. Empathy
  4. Adaptability
50
Q

Examples of successful knowledge requirements

A
  1. Business
  2. Market
  3. Competitor
  4. Brand
51
Q

Examples of successful skill requirements

A
  1. Strategic thinking
  2. Organised
  3. Ability to prioritise
  4. Effective communicator
52
Q

What is the Betari Box Model?

A

A model that shows the link between attitude and behaviour

53
Q

What are the four components of the Betari Box Model?

A
  1. My attitude affects…
  2. My behaviour, which affects…
  3. Your attitude, which affects…
  4. Your behaviour, which affects… (my attitude)
54
Q

What do social anthrapologists say about communication?

A

Communication involves the exchange of signals on a conscious and sub-concious level.

55
Q

What are the components of communication?

A
  1. Spoken language
  2. Gestures and expressions (body language)
  3. Written language
56
Q

How do we change or de-escalate a cycle of confrontation?

A
  1. Personal censorship, empathy and promotion of positive solutions.
57
Q

Cognitive Empathy

A

Knowing what and how the other person is feeling.

Under emotional, logical and unsympathetic

58
Q

Emotional Empathy

A

When you feel what the other person is feeling.

As if emotions are contagious.

Can be over-emotional and overlook comon sense and reason.

59
Q

Compassionate Empathy

A

Where you understand the feelings of another and may feel compelled to act.

A good balance between emotion and logic.

60
Q

What are the cautions of using the Betari Box Model and empathy?

A

It is naive to think that any conflict can be resolved using empathy.

BBM serves as a useful reminder that attitude and behaviour - and that of the person they are selling to - can be applied to good effect.

Certificate in Recruitment Practice (8 decks)

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