The Development of Competency Models for Sales Manager Based on the Grounded Approach in the Retail Entities in Zimbabwe

Abstract

The development of competency models in the sales management profession using the grounded approach in the retail entities in Zimbabwe indicates that sales manager’s competence are key to of retail entities gaining the competitive advantage. With models of marketing evolving to respond to the open market, there are variations in the competency requirements and functions in which people must play for future success, resulting in the emergence of new kinds of sales professionals. Sales managers play a critical role in retail entities in conveying customer value addition, and the way they fulfill this role is directly influenced by sales managers, the most critical element in a productive sales force. The purpose of this research was to synthesize sales manager competency based on the grounded approach in the retail entities in Zimbabwe that can assist in improving, team, individuals and retail entities performance, and generate an acclaimed uses of the competency model that could serve as a guide for human resources management (HRM) initiatives to increase levels of sales force effectiveness. The study is premised on grounded theory which is molded by symbolic interactionism when entering a research setting and any research topic to get familiar with the specific behaviour at the symbolic and interactional levels. Finally, the paper will offer recommendation to the retail entities in Zimbabwe in a way, it can address the challenges of developing a competency model for sales managers based on the grounded approach in the retail entities in Zimbabwe.