Competency-based structured interviewing: at the Buckhead Beef Company

Warech, Michael A.

doi:10.1016/s0010-8804(02)80010-6

Cited by 8 publications

(4 citation statements)

References 10 publications

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“…Insisting that information gathering capability is a detailed factor of sales competency, ref. [45] maintained that partnership with customers, relationship formation, communication, customer and quality orientation, learning motivation, achievement orientation, interpersonal skills, internal resources and network utilization, and technical capabilities such as management ability and problem-solving ability are all key constituent parts of sales capability. Sales capability is an individual's or organization's own capacity that plays a decisive role in achieving performance or creates a competitive advantage [46].…”

Section: Sales-related Individual Capability and Sales Behaviours 241...mentioning

confidence: 99%

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Young-Bong

Amenuvor

2021

Sustainability

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This study sets out to assess the effects of sales-related capabilities of personal selling organizations on individual sales capabilities, sales behaviors, and sales performance in cosmetics personal selling channels. Data are collected from 151 salespeople, their sales organizations, and their visiting customers (151) in South Korea. The proposed hypotheses are tested through the structural equation modelling technique. The study finds that both types of sales-related capabilities (salesforce management capabilities and personal selling capabilities) have significant positive effects on the individual sales capabilities, respectively. Further, the individual sales capability of salespeople has a stronger impact on customer-oriented sales behavior than on selling-oriented sales behavior. Similarly, selling-oriented sales behavior has a negative effect on customer satisfaction while customer-oriented sales behavior has a positive effect. The study further finds that customer-oriented sales behavior has a positive effect, while selling-oriented sales behavior has no statistically significant effect on sales performance. The relationship length, the study finds, moderates the relationship between customer-oriented sales behavior and customer satisfaction. The study offers practical and theoretical insights into understanding the nuances of sales-related capabilities of sales organizations and how they affect the individual selling capabilities of salespeople, their selling behaviors and sales performance. The results also have crucial consequences for sales organizations, as they can help sales managers design strategies and develop a culture that focuses on building and enhancing the selling capabilities of the firm and the salesforce. The present study demonstrates how the selling capabilities of the personal selling organization can influence the individual selling capabilities of the salesperson and how these could engender positive selling behaviors and sales performance.

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Section: Sales-related Individual Capability and Sales Behaviours 241...mentioning

confidence: 99%

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Young-Bong

Amenuvor

2021

Sustainability

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“…In-basket assessments require applicants to take action and structure a response of an employee in a hypothetical position on items, such as e-mails, memos, reports, records, and meeting minute requests ( Schippmann et al, 1990 ). Moreover, competency-based interviews, also known as structured interviews, are interviews that have questions designed to elicit responses that allow the interviewers to measure the candidate against the competency profile developed for the position ( Warech, 2002 ).…”

Section: Methodsmentioning

confidence: 99%

Unintended Positive Consequences of Development Centres in University Graduates

2021

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This study investigated development centres as a method to improve the generalised self-efficacy of university graduates. This research was motivated by the various challenges, graduates face in order to successfully transition into the world of work. Although there is a general scarcity of skills in many emerging economies like South Africa, graduate unemployment rates remain high. Additionally, graduates are not making the immediate impact that employers would expect due to a lack of technical and “soft skills.” General self-efficacy is an important attribute for job applicants because it provides them with the confidence to solve problems efficiently. The primary research objective was to identify whether the generalised self-efficacy of graduates can be positively affected by a development centre approach in the short-term and long-term. The sample population for this research included Industrial Psychology graduates at a select university in the Western Cape, South Africa (n=17). A quasi-experimental methodology was implemented where an intervention group (n=7) and a control group (n=10) were taken through a development centre approach. The results of the intervention indicated that a development centre approach has a positive impact on self-efficacy levels over the short and medium term. Results from the study emphasise the importance of self-efficacy in graduate employability and indicate how development centres can be used to improve self-efficacy levels. The findings of this study provide a basis for future research into the further development of graduate self-efficacy and the potential benefits for first time job seekers.

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“…Michaels and Marshall [25], for example, recommended that salespeople understand their clients in order to plan strategically and systematically for tactical sales operations. According to Warech [26], key constituents of sales capability include customer partnership, relationship formation, communication, customer and quality orientation, learning motivation, achievement orientation, interpersonal skills, internal resources and network utilization, technical capabilities such as management ability, and problem-solving ability. The ability of an individual or organization to achieve good performance or gain a competitive advantage through sales is referred to as sales capability [13,27].…”

Section: Salesperson's Individual Sales Capabilitymentioning

confidence: 99%

The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity

Amenuvor

2022

Sustainability

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The present study investigates the effect of salespeople’s individual sales capabilities on selling behaviors and sales performance in door-to-door personal selling channels. The data are gathered from 219 South Korean salespeople. The hypotheses are tested using the structural equation modeling technique. The study finds that salespeople's individual sales capabilities have a greater impact on customer-oriented selling behavior than sales-oriented selling behavior. Similarly, both sales-oriented and customer-oriented selling behaviors have significant positive effects on sales performance. The study also discovers that competitive intensity moderates the relationship between customer-oriented selling behavior and sales performance, but has no significant effect on the relationship between sales-oriented selling behavior and sales performance. The current research only looks at door-to-door personal selling channels in South Korea. The implication is that the impacts of individual selling capabilities may differ in other contexts. The current study demonstrates that competitive intensity can reduce the impact that a “customer orientation” has on sales performance, and thus a blend of the two orientations (SOCO) is recommended for desired performance outcomes in the face of competition. Additionally, firms should focus on creating a culture that builds and enriches the sales capabilities of salespeople.

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Competency-based structured interviewing: at the Buckhead Beef Company

Cited by 8 publications

References 10 publications

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Unintended Positive Consequences of Development Centres in University Graduates

The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity

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