Creation and Validation of the Salesperson Competency Analysis: A Competency Model for Entry-level Business-to-business Salespeople in the Services Industry

Creation and Validation of the Salesperson Competency Analysis: A Competency Model for Entry-level Business-to-business Salespeople in the Services Industry

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As a result, the final SCA was administered to a total of 3, 113 individuals. A total of 931 (29.9%) questionnaires were returned. Of these, 449 (48.2%) were complete, valid, and usable. The resultant Salesperson Competency Analysis (SCA) instrument was found to be reliable. The rankings of competency knowledge and skills competencies as well as the results of the exploratory factor analysis can help academics and practitioners create learning and development plans for salespeople in the services industry.As a result, the final SCA was administered to a total of 3, 113 individuals. A total of 931 (29.9%) questionnaires were returned. Of these, 449 (48.2%) were complete, valid, and usable.


Title:Creation and Validation of the Salesperson Competency Analysis: A Competency Model for Entry-level Business-to-business Salespeople in the Services Industry
Author:
Publisher:ProQuest - 2009
ISBN-13:

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