ФЕНОМЕН КОМПЕТЕНТНОСТИ В ОРГАНИЗАЦИИ РАБОТЫ ТОРГОВОГО ПЕРСОНАЛА
THE PHENOMENON OF COMPETENCE IN THE ORGANIZATION OF WORK OF SALES PERSONNEL

Author(s): Oleg Dannikov
Subject(s): Economy, Business Economy / Management, Micro-Economics, Human Resources in Economy
Published by: Polskie Towarzystwo Profesjologiczne
Keywords: management of sales staff; core competencies; sales management; sales staff; intellectual capital; human capital
Summary/Abstract: The proposed approach to the management of marketing and sales activities of the enterprise is aimed at the establishment of its commercial activities, as a process within the framework of a unified marketing, business, market and corporate goals and strategies. This in turn requires appropriate transformations of qualitative and quantitative characteristics of sales personnel, namely, the formation and development of human capital as the most valuable asset of the company. After all, it is one of the main elements of the company's sales programs, as the link that connects businesses with customers, through reports to them to create a marketing values, face the enterprise, supplier information, a seeker of new markets and customers. Therefore, the efficient functioning of the economy is increasingly dependent on innovation activity carriers of intellectual capital, how the workers (personnel) interest (financially and morally) to achieve high results.

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