TITLE:
The Development of Competency Models for Sales Manager Based on the Grounded Approach in the Retail Entities in Zimbabwe
AUTHORS:
Desmond Debrah
KEYWORDS:
Competency Model, Sales Managers and Retail Entities in Zimbabwe
JOURNAL NAME:
Journal of Human Resource and Sustainability Studies,
Vol.9 No.2,
May
18,
2021
ABSTRACT: The development of
competency models in the sales management profession using the grounded
approach in the retail entities in Zimbabwe indicates that sales manager’s
competence are key to of retail entities gaining the competitive advantage.
With models of marketing evolving to respond to the open market, there are
variations in the competency requirements and functions in which people must
play for future success, resulting in the emergence of new kinds of sales
professionals. Sales managers play a critical role in
retail entities in conveying customer value addition, and the way they fulfill
this role is directly influenced by sales managers, the most critical element
in a productive sales force. The
purpose of this research was to synthesize sales manager competency based on
the grounded approach in the retail entities in Zimbabwe that can assist in
improving, team, individuals and retail entities performance,
and generate an acclaimed uses of the competency model that could serve as a
guide for human resources management (HRM) initiatives to increase levels of
sales force effectiveness. The study is premised on grounded theory which is
molded by symbolic interactionism when entering a research setting and any
research topic to get familiar with the specific behaviour at the symbolic and
interactional levels. Finally, the paper will offer recommendation to the
retail entities in Zimbabwe in a way, it can address the challenges of developing a
competency model for sales managers based on the grounded approach in the
retail entities in Zimbabwe.