Introducing a Framework for Competency of Sales Managers

Document Type : Original Article

Authors

1 MA in Business Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran

2 Assistant Professor, Department of Business Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran.

Abstract

Considering the key role of sales managers in creating value and gaining competitive advantage for organizations, the aim of present research is identifying the main dimensions and indicators needed by sales managers and prioritizing them. Finally, it introduces a framework for competency of sales managers. The present study is an applied research objective. In this study, purposive sampling was used. This research is a two-stage study. In the first stage, the dimensions and indicators related to the competencies of sales managers gain by review the literature. Then, in the next stage, the main dimensions and indicators were determined by using a Likert scale based on a questionnaire and by questioning from 50 Sales Managers. Finally, by comparison questionnaire (Fuzzy Network Analysis (AHP), the dimensions and indicators prioritized. For the present study, six dimensions were identified: communication function, communication development, product management, leadership roles, professional competence and price management. Also, for each dimension, 4 indicators were identified, which is a total of 24 indicators. From the present study, it can be concluded that the relationship function was recognized as the most important indicator of sales competence by managers, and, respectively, the development of communication, product management, leadership roles, professional competence and price management in the following priorities. It can also be stated that from the 24 indicators obtained, improvement in customer satisfaction is considered to be the most important salesperson of Sales Manager, and the calculation of the cost of product the most important indicator is identified.
 

Keywords

References

 
Abili, Khodiyar; Nikkhah Farkhani, Zahra; Salih Nia, Monira. (2013). Competency model of insurance sales managers to realize competency-based management. Insurance research paper. 29(3), 95-124. (In Persian)
Askari, Nasser. (2018). Designing a competency selection model and developing the competencies of sales managers in the broadcasting industry. Business Management Quarterly. 11(3), 485-504. (In Persian)
Askari, Nasser; Hashemzahi, Ali; Abbasi, Mohammad. (2019). Presenting the competency model of retail sales managers in Iran’s food distribution industry, the second international conference on innovation in business management and economy, Tehran. (In Persian)
Babashahi, Jabar; Arabic, Muhammad; Shafii, Maitham. (2019). Designing a competency model for digital marketing managers with thematic analysis method, online publication. DOI: 10.22108/NMRJ.2020.120964.1992 (In Persian)
Basiji, Asal; Babaei Zakleiki, Mohammad Ali; Hossein Zadeh Shahri, Masoumeh; Khadior, Amina. (2019). Designing and validating the competency model of international marketing managers. Human resource management research journal. 12(2), 35-62. (In Persian)
Bon, J. L. (2016). Training and Qualification: Developing a Competency Model to Assess Sales Leaders’ Equity. In book: Handbook of Human Resources Management. DOI:10.1007/978-3-662-44152-7_144
Busch, T. (2013). Determining Competencies for Frontline Sales Managers in For-Profit Organizations. Advances in Developing Human Resources,15(3): 296-313. https://doi.org/10.1177/1523422313488753
Cochran, GR. (2009). Ohio State University Extension Competency Study: Developing a Competency Model for a 21st Century Extension Organization. Dissertation for Degree of Doctor of Philosophy in the Graduate School of the Ohio State University.
Cron, W. L., & DeCarlo, T. E. (2009). Dalrymple’s sales management (10th ed.). Danvers, MA: John Wiley.
Deshpande, A. P. (2014). Application of the competency modelling approach: Determining the ideal profile of the Orthopaedic surgeons. Procedia-Social and Behavioral Sciences, 133, 12-19. https://doi.org/10.1016/j.sbspro.2014.04.164
Draganidis, F., & Mentzas, G. (2006). Competency based management: a review of systems and approaches. Information management & computer security, 14(1), 51-64. https://doi.org/10.1108/09685220610648373
Dziekoński, K. (2017). Project managers’ competencies model for construction industry in Poland. Procedia Engineering, 182, 174-181. https://doi.org/10.1016/j.proeng.2017.03.157
Edwards A. (2009). Competency modeling as an antecedent for effective Leadership development and succession planning within the public social services environment, 1346. Dissertation for Degree of Doctor of Philosophy in the Benedictine University.
Fang, C. H., Chung, S. T. Chen, G. L. (2010). Competency development among Taiwanese healthcare middle manager: A test of the AHP approach. African Journal of Business Management, 4(13).
Good Namak, well-being; Iranzadeh, Suleiman; Khedevi, Esdaleh; Taghizadeh, Houshang. (2019). Designing the competence model for selecting managers in service organizations and determining the competence of managers according to the organizational position. Decision making and operations research. 5(1), 83-98. (In Persian)
Khandwalla, P.N. (2004). Competencies for Senior Manager Roles, The Journal for Decision Makers. DOI:10.1177/0256090920040402
Khorasani, Abaslat; Zahedi, Hossein; Kamizi, Akbar. (2013). “Designing and compiling a business management competency model”. Human Resources Education and Development Quarterly, 1(3), 1-21. (In Persian)
Liang, Z., Howard, P. F., & Leggat, S. G. (2017). 360° management competency assessment: is our understanding adequate? Asia Pacific Journal of Human Resources, 55(2), 213-233https://doi.org/10.1111/1744-7941.12108
Liu, S-N; Lin, Y-T & Chen, Y-C. (2011). Professional competencies for marketing managers in Taiwan: an application of the Analytic Hierarchy Process (AHP). World Transactions on Engineering and Technology Education 2011 WIETE. 9(4), 215-220.
Park, C. (2016). Project ecosystem competency model. Procedia-Social and Behavioral Sciences, 226, 116-123.
Pourabdi, Mohammadreza; Zarrabi, Vahid; Sajadi Naini, Hanan; Razi, Zahra (2015). “Designing a multidimensional competency model for managers and employees”. Human Resource Management Research Quarterly, Imam Hossein University (AS), 8(2), 27-52. (In Persian)
Pourezat, Ali Asghar; Fathi, Fatima; Abbasi, Taibeh; Amiri Swadarodiari, Adele. (2016). “Compilation of the competence model of managers in order to realize the vision of 1404”. Defense Strategic Management Studies Quarterly. 1(11), 110-139. (In Persian)
Razaghi, Mehdi. (1386). “Softening of managers’ competency scale”. Master’s Thesis. Higher Institute of Management and Planning Education and Research. (In Persian)
Roffey, S. (2016). Positive Relationships at Work. In book: The Wiley Blackwell Handbook of the Psychology of Positivity and Strengths-Based Approaches at Work.
Saadat, Mohammad Reza; Nashifar, Vahid; Masoomzadeh Zavareh, Abolfazl. (1389). “Evaluation model of the capabilities and competences of managers of the Ministry of Commerce”. Journal of business reviews. 8(41), 18-3. (In Persian) .
Shirvani, Tahmasb; Ehsani, Mohammad; Kuzechian, Hashem; Amiri, Mojtaba. (2019). Designing a competency model for sports marketing managers (using foundational data theory). Sports Management and Development Journal. 9(1), 62-78. (In Persian)
Skorková, Z. (2016). Competency models in public sector. Procedia-Social and Behavioral Sciences, 230, 226-234
Trailer, B., & Dickie, J. (2006). Understanding what your sales manager is up against. Harvard Business Review, 84(7/8), 48-55.
Vakola, M., Soderquist, K. E. & Prastacos, G. P. (2007). Competency management in support of organisational change, International Journal of Manpower, Emerald Group Publishing, vol. 28(3/4), 260-275. https://doi.org/10.1108/01437720710755245
Veliu, L & Manxhari, M. (2017). The impact of managerial competencies on business performance: SME’s in Kosovo. Vadyba Journal of Management, 1(30). 59-65. https://doi.org/10.2139/ssrn.2679224
Zarrabi, Vahid; Razi, Zahra; Pourabdi, Mohammadreza; Sajjadi-Naini, Hanan. (2015). “Designing a multidimensional competency model for managers and employees”. Human resource management research. 8(2), 27-52. (In Persian)
 
 
Commercial Surveys
Volume 21, Issue 123 - Serial Number 123
January and February 2024
Pages 72-90

Files

History

  • Receive Date: 09 April 2023
  • Revise Date: 18 June 2023
  • Accept Date: 03 July 2023

Share

How to cite

Statistics