Competency Model Designing: A Case Study In Sales Force Department of BASF Indonesia

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Halim, Johan and Azhari, Mesagus (2018) Competency Model Designing: A Case Study In Sales Force Department of BASF Indonesia. Project Report. Sekolah Tinggi Bisnis IPMI, Jakarta Selatan. (Unpublished)

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Competency refers to a set of associated behaviours that influence a job performance and can be evaluated against a common standard, in addition to being improved through learning and development. When the simple method of this concept is well understood and applied effectively, or can add some value and Success to an organization not to mention ls members. The competency-based approach supports a research based on the initial objective by defining noticeable behaviour required for better and quality Individual and organizational performance. Occasionally. competenciler are described as obvious, measurable features, although not simply to imitation. Instead, competencies ought to be presentations of various underlying intent which are motivated by individual primary motives, attitude, personality, values, and self-concept. This study focused on the understanding the standard competency requirement or BASF Indonesia Sales Force team has in order to deliver their department goals, The basic design of this research based on the objectives of the Sales Force BASF Indonesia and how they achieve the objective through she occupancy model that they have and then the a set of behaviour as well skill they need to achieve the objective BASF Indonesia Sales Force occupancy model consist of 4 four) occupancies: Business Consultant, Sales Executive, Sales Supervisor, and Sales Manager, with 6 competencies: sales strategy and process (7 skills), customer and market intelligence (3 skills), knowing BASF product and application (4 skills), customer relationship building (5 skills), value proposition and negotiation (6 skills), and project management (5 skills). Each competency divider into 4 level of maturity as well as main and sub competency skills. This research has achieved the objectives in designing the BASF Indonesia Sales Force competency model, Keywords: Competency Model: Human Resources Management: Performance Management.

Item Type: Monograph (Project Report)
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HG Finance
Divisions: Library > GFP (Group Field Project)
Depositing User: Indriana Apriyanti
Date Deposited: 17 Jan 2020 04:50
Last Modified: 20 Jan 2020 02:55

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