Methodology proposal of the creation of competency models and competency model for the position of a sales manager in an industrial organisation using the AHP method and Saaty's method of determining weights

Petra Horváthová, Andrea Čopíková and Kateřina Mokrá

Economic Research-Ekonomska Istraživanja, 2019, vol. 32, issue 1, 2594-2613

Abstract: The aim of this paper is to create a competency model for the position of a sales manager in a manufacturing industry organisation according to the proposed methodology of the competency models creation. The competency model will be created using the AHP method and Saaty's method of determining weights. There is briefly explained the issue of competencies and competency models in the introductory part of the paper and then the used methods are clarified. The application part of the paper describes the methodology of the competency model creation and the process of the competency model creation for the position of a sales manager. The proposed methodology for the creation of competency models can be used in organisations of various specialisation and for any job position. Created competency models can be mainly used for employee selection, training and development, employee evaluation and remuneration.

Date: 2019
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DOI: 10.1080/1331677X.2019.1653780

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