CASE STUDY OF COMPETENCY MAPPING TITAN INDUSTRIES LTD.

PRESENTED BY :-

PRIYANKA GUDNU- 40

SANA SARWAR- 43

COMPETENCY MAPPINGQ1. Why does the company consider the competency profile of sales

personnel at two levels? Why does the company lay emphasis on behavioural competencies?

Q2. Study the mapped competencies and analyze to what extent the competencies of regional sales managerial differ from those of sales officers / executives , retail sales officer, and customer relationship officer.

Q3. Study the competencies in each competency set for each level. Do you feel that the competencies will differ for the same positions but in a company manufacturing different goods?

1. The company considers the competency profile of sales personnel at entry level and differential level to know about the knowledge competency, skill competency and behavioural competency they possess at each level as they move up along the organizational hierarchy.

At entry level , the sales officer/sales executives are freshers and should have the basic marketing and selling concept , product and branding strategies,basic selling and communication skills , stress tolerence etc.

At differential level, they are experienced should have the market, customer, product,brand and competitor knowledge , relationship building and maintenance,initiative etc.

The company lay emphasis on behavioural competencies because the sales officer /sales executive possess the positive attitude, high emotional stamina, focus towards their target, ego drive, helpful towards the customers, self – confidence, personal integrity, high energy level etc. will be beneficial for company to capture the market, enhance the productivity and sales, build longer relationship with existing and new customers and to increment the profit.

3. No, I do not feel that the competencies will differ for the same positions in a company manufacturing different goods. As for the position of sales officer/ sales executive , retail sales officer or customer relationship officer will require same sort of competencies. These competencies are general which will be required by any sales officer/sales executives in a company manufacturing different goods.