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The value of personal competences in the work of a salesperson

Recruiting a person for the position of sales representative, the company should clearly define the candidates qualifications and personal skills. These are personal predispositions of particular importance when it comes to sales, and they are more relevant than technical competences.

According to a study conducted by FPL on educational needs evaluation in the context of market demand, in everyday work of  sales person communication skills and ease in establishing new relationships are the most important.  The surveyed employers put emphasis on these two skills that can largely influence the sales success or failure. Being a sales representative requires ease of establishing and maintaining contacts with others, as well as the ability to precisely and clearly express one’s self and understanding statements of various people. However, employers are aware that personal competences are not everything. Emotional competences are also relevant. It is important so that a good sales person has a gift of convincing others, that is ability to influence behaviours and decisions of other people.  Therefore, it is worth to have these indicators in mind in the recruitment process. Candidates skills and competences should be tested, e.g. with the use of tests of Emotional Intelligence, professional values and cognitive styles. These method help to select qualified employees. It all shows how important the proper selection of sales people is, as it largely decided about success.

FPL’s report has been prepared under the research program “Modern sales person in the job market of Łódź Voivodeship” co-financed under European Social Fund.

W procesie rekrutacji warto mieć zatem na uwadze te wskaźniki. Należy sprawdzać umiejętności i kompetencje kandydatów, np. przy użyciu testów. Wskaźniki Inteligencji Emocjonalnej, wartości zawodowych czy stylów myślenia pomagają w odpowiednim wyborze wykwalifikowanych pracowników. To wszystko pokazuje, jak istotny jest odpowiedni dobór handlowców, który decyduje w znacznej części o osiągnięciu sukcesu w handlu.

Raport FPL przygotowany był w ramach projektu badawczego „Nowoczesny handlowiec na rynku pracy województwa łódzkiego” współfinansowanego ze środków Unii Europejskiej w ramach Europejskiego Funduszu Społecznego.

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