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Title: Perceived Sales Competencies and its impact on Performance A study in Banking and Financial Services
Researcher: Luthia S Mahesh
Keywords: Banking and Financial Services
Competencies for Sales Persons
Elements of Competency Mapping
Sales Outcomes
Sales Skills
University: Narsee Monjee Institute of Management Studies
Completed Date: 2016
Abstract: The banking industry in India has transformed rapidly in the past decade newlineleading to a shift in the way products are marketed and sold. There is an increased newlineemphasis on customer service-oriented behaviour where competition for revenue newlineis on top priority (Goyal and Joshi, 2012). This shift from a transactional to newlinerelational selling makes customer orientation, a new approach in the era of newlinerelationship selling and consultative selling. The practice of customer orientation newlinehas been identified as a key variable in an era of relationship and consultative newlineselling helping sales people build and nature relationship with customers newline(Jaramillo et al., 2007). However, there is a need to further explore specific newlinebehaviours, skills and traits required by salespeople for manifestation of their newlinecustomer orientation (Singh and Koshy, 2012) and are required to be blended by newlinesales people to augment their performance (Wachner, Plouffe and GrĂ©goire, newline2009). newlineResearch on sales behaviours and sales performance continues to be an newlineimportant topic as salespeople are required to demonstrate a wide range of newlineperformance outcomes depending on the industry type (Plouffe and Barclay, 2007). newlineThe purpose of this study was to develop a framework based on the competencies newlinereferred to as Sales Competency Model and assess the relationship between the newlinesales competencies with sales performance and relational outcome in the context newlineof Banking and Financial Services in India. The effect of extraversion a newlinepersonality trait was used as a moderating variable to assess the relationship newlinebetween the Sales competencies and Sales outcomes. newline
Pagination: xiv, 350
Appears in Departments:Department of Finance

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01_ title page.pdfAttached File14.43 kBAdobe PDFView/Open
02_ acknowledgements.pdf18.61 kBAdobe PDFView/Open
03_ abstract.pdf14.08 kBAdobe PDFView/Open
04_ table of content.pdf42.85 kBAdobe PDFView/Open
05_ chapter _1.pdf102.05 kBAdobe PDFView/Open
06_ chapter 2 .pdf224.39 kBAdobe PDFView/Open
07_ chapter 3 .pdf417.23 kBAdobe PDFView/Open
08_ chapter 4 .pdf769.06 kBAdobe PDFView/Open
09_ chapter 5 .pdf1.45 MBAdobe PDFView/Open
10_ chapter 6 .pdf234.43 kBAdobe PDFView/Open
11_ chapter 7 .pdf112.74 kBAdobe PDFView/Open
12_ references .pdf227.05 kBAdobe PDFView/Open

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