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Personal Qualities in the Context of Sales Manager Competence Development

Author

Listed:
  • Gabrevičienė Aušra

    (Marijampole college, Marijampole, Lithuania)

  • Petrošienė Birutė

    (Marijampole college, Marijampole, Lithuania)

  • Šidlauskienė Danguolė

    (Marijampole college, Marijampole, Lithuania)

Abstract

Research purpose: The aim was to identify the personal qualities needed to develop sales manager competences.Design/Methodology/Approach: The methods used were theoretical—systematic analysis of literature sources; empirical—employers’ research questionnaire; descriptive statistical data analysis.Findings. Having analyzed the competencies and personal qualities required for a sales manager, one can observe the tendency to look at the future specialist in a modern way. Both authors and respondents emphasize that the future employee must take the initiative to improve his/her professionalism. When comparing the competencies, required for the manager, indicated by the scientists and employers, the conclusion is that a large part of managerial competencies are partly or entirely of generic competences origin deriving from the personal qualities. For example, creativity in solving problems is a personal feature, but the ability to solve problems creatively must be accompanied by the ability to base the decision on appropriate knowledge. On the other hand, use of special knowledge must be based on creativity in the search for the necessary information, which is again a matter of personal qualities.Originality/Value/Practical implications. Based on the results of the research carried out, the authors of the article propose measures to improve a sales manager’s competence development(a) by training a sales manager, to reduce the scope of strategic knowledge subjects in the study process, and fill in loose credits with the subjects that develop the student’s competences to identify perfectly the functional values of the products and services sold and to sell them but not just to offer as low price as possible; and (b) in the descriptions of management study programs, to emphasize the orientation to changing labor market factors: increase of personal responsibility, promotion of creativity and individual initiative, continuous learning and adaptation to changing conditions.

Suggested Citation

  • Gabrevičienė Aušra & Petrošienė Birutė & Šidlauskienė Danguolė, 2019. "Personal Qualities in the Context of Sales Manager Competence Development," Economics and Culture, Sciendo, vol. 16(2), pages 46-57, December.
    • Handle: RePEc:vrs:ecocul:v:16:y:2019:i:2:p:46-57:n:4
    DOI: 10.2478/jec-2019-0021
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    References listed on IDEAS

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    1. Maria Vakola & Klas Eric Soderquist & Gregory P. Prastacos, 2007. "Competency management in support of organisational change," International Journal of Manpower, Emerald Group Publishing, vol. 28(1), pages 260 - 275, April.
    2. Seong-Kook Kim & Ji-Sook Hong, 2005. "The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry," management revue - Socio-Economic Studies, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 16(2), pages 259-271.
    3. Maria Vakola & Klas Eric Soderquist & Gregory P. Prastacos, 2007. "Competency management in support of organisational change," International Journal of Manpower, Emerald Group Publishing Limited, vol. 28(3/4), pages 260-275, June.
    4. Seong-Kook Kim & Ji-Sook Hong, 2005. "The Relationship between Salesperson Competencies and Performance in the Korean Pharmaceutical Industry," management revue. Socio-economic Studies, Rainer Hampp Verlag, vol. 16(2), pages 259-271.
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    More about this item

    Keywords

    social and personal skills; competence; development;
    All these keywords.

    JEL classification:

    • I23 - Health, Education, and Welfare - - Education - - - Higher Education; Research Institutions

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