SELECTION AND TRAINING OF SALES STAFF WITH TELE 2 CROATIA TAKEN AS AN EXAMPLE

Polazeći od klasifikacija i tipova ličnosti temeljenih na prethodno razrađenim teorijama ličnosti u radu se opisuju crte ličnosti koje se smatraju nužnima ili barem poželjnima za osobu koja se želi baviti prodajom. Prepoznavanje traženih crta ličnosti prikazano je selekcijskim procesom koji prolaze svi potencijalni kandidati za radno mjesto prodavača u tvrtki Tele2 Hrvatska. Zbog kompleksnosti čitave discipline prodaje, proces evaluacije kandidata ne prestaje samim završetkom postupka selekcije, nego se prodajni predstavnici izlažu daljnjim testovima i po dobivanju željenog zaposlenja. Zbog važnosti osobnog razvoja i stalnog daljnjeg stručnog usavršavanja osoba zaposlenih u prodaji, one konstantno prolaze različite edukacije i radionice. Osim osobnog razvoja pojedinca, cilj je takvih radionica i dobivanje informacija o kandidatima, temeljem kojih se provodi daljnje profiliranje prodavača.By applying classifications and personality types which are set by personality theories, this paper describes personality traits which are deemed as necessary or at least as desirable for a person involved in the sales process. Recognition of the requested personality traits is shown in the selection process which all candidates for sales position in Tele2 Croatia must take. Due to the complexity of entire sales discipline, the evaluation process does not stop with the selection of the candidate. Sales representatives are rather exposed to further testing even after being hired in the company. Since personal development is so important, as well as development of further expertise, sales person constantly takes different trainings and workshops. Besides personal development of an individual, the goal of those workshops is gaining information on the candidate which is then used for further profiling of sales persons