EconPapers    
Economics at your fingertips  
 

INSTITUTIONAL CHANGES AND QUALIFICATION REQUIREMENTS OF A COMPANY

Zbynek Jerabek () and Eva Caposova ()
Additional contact information
Zbynek Jerabek: Czech University of Life Sciences Prague, Faculty of Economics and Management
Eva Caposova: CUniversity of Ss. Cyril and Methodius, Faculty of Social Sciences

Polish Journal of Management Studies, 2016, vol. 14, issue 2, 93-103

Abstract: Institutional changes and qualification requirements of a company from the human resources management perspective is a consecutive continuation of the presentation of the research, which was already partially published, regarding the most effective selection of applicants from the perspective of the company. The authors have set up these goals. In which progression states of individual groups of promotion are the measured statistically significant differences pointing at the necessity of support for the applicant´s successful progression to the next higher progression state? Which progression states at each group of promotion signalize unbalance of the applicant´s knowledge of the sales process? Which progression states are skipped by the applicants? The applicants dismiss one of the progression states in specific phases of the sales process. 9.3% of the not promoted applicants does not plan their meetings systematically, 30.8% of the not promoted applicants does not evaluate the activity of their customers and 31.8% of the repeatedly promoted applicants does not negotiate internally about the sales conditions.

Keywords: human resources management; qualification; applicant; sales process management; selection of applicants (search for similar items in EconPapers)
Date: 2016
References: Add references at CitEc
Citations Track citations by RSS feed

Downloads: (external link)
http://pjms.zim.pcz.pl/files/Institutional-Changes ... nts-of-a-Company.pdf (application/pdf)
http://pjms.zim.pcz.pl/-articles-14.2.php (text/html)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pcz:journl:v:14:y:2016:i:1:p:93-103

Access Statistics for this article

More articles in Polish Journal of Management Studies from Czestochowa Technical University, Department of Management Contact information at EDIRC.
Series data maintained by Paula Bajdor ().

 
Page updated 2017-09-29
Handle: RePEc:pcz:journl:v:14:y:2016:i:1:p:93-103