Volume : IV, Issue : X, October - 2014

Improving Effectiveness of Retail Sector through Competency Mapping of Sales Managers

Manasi D. Parikh

Abstract :

In this competitive era it is very essential to hire, train, retain and appraise right kind of sales professional in order to meet organizational strategic goal. Basic characteristics of sales manager in retail sector includes frequent interaction with the customer, man management, inventory management and achieving sales targets, for which more effective and different sets of competencies are needed. Competency mapping helps manage human capital in an efficient manner. The current research paper explains certain managerial, functional and behavioural competencies of sales manager within retail industry. Several HR professional and consulting experts where interviewed and sales competency questionnaire was administered to 50 sales professionals with the help of snowball technique, in order to filter the competencies that are mandatory for effective performance. The paper supports relationship between the competency and the performance for sales professional in retail sector.

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Article: Download PDF   DOI : 10.36106/ijar  

Cite This Article:

Manasi D.Parikh Improving Effectiveness of Retail Sector through Competency Mapping of Sales Managers Indian Journal of Applied Research, Vol.4, Issue : 10 October 2014

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