Menedżer sprzedaży na rynku jednostek zinstytucjonalizowanych (organizational market) — implementacja modelu kompetencyjnego
Sales manager on the market of organizational units (organizational market) - implementation of the competence model

Summary/Abstract: Enterprise’s success depends on many factors, among which it is proper to mention the sales manager’s work effectiveness. In every business, the sales manager is a key post, as its success or failure depends on them. In the author’s opinion, just a competent sales manager may be a value added for customers and an element of competitive advantage in the market. The presented surveys are aimed at resolution of a few important issues concerning competences in the sale process, which comprise the following questions: What competences should the sales manager have in the industrial market in order to efficiently and effectively achieve the objective? What are the key competences specific for this post? In order to answer these questions, at the first stage of surveys, there was worked out and presented the theoretical model of industrial goods sales manager’s competences. The worked out model is a ‘template’ of competences, which may be submitted to empirical verification, what, in turn, will allow for generating a competence gap and working out a module programme for vocational education.

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