Salesperson's key competencies - the case study of a medical representative (Kluczowe kompetencje sprzedawcy - przypadek przedstawiciela medycznego)

Justyna M. Bugaj ()
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Justyna M. Bugaj: Instytut Ekonomii i Zarzadzania, Zaklad Zarzadzania Zasobami Ludzkimi, Uniwersytet Jagiellonski

Problemy Zarzadzania, 2012, vol. 10, issue 35, 37-52

Abstract: The labour market with employment proposals for salespeople continues to grow. Many companies are developing, focusing not only on the modernization of products or services, but also on improving their actions. Customers and competitors, economic barriers to entry and exit the market and particularly sought after employees' competencies are changing now. Organizations, including those working in the medical industry, differ not only in products/ services, but particularly in elaborated standards, rules and action priorities. So what is it that determines the sales success and which competencies should characterize a good salesperson? To answer these questions it has been decided to examine the recruitment advertisements by pharmaceutical companies to recruit for the position of a medical representative. Additionally, the competence analysis was carried out, and it included the employees already working in this position in Framoc, a pharmaceutical company. This analysis should be considered only as a reference point and example of the market concerned. The competency model, developed on the basis of these notices, should be considered as a pilot study and an introduction to the preparation of research related to the analysis of the employers' expectations of staff competence.

Date: 2012
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