Competency mapping at Titan Industries Ltd.

Q1.Why does the company consider the competency profile of sales personnel at two levels.
Why does company place emphasis on behavioural competencies?
Ans- As mentioned in the case competency profile for sales executive have been done at two
level i.e entry and differential. Competency profile at two levels is considered because at
entry level knowledge and skill level requirement of the employees will be different when
compared to the employees at differential level. As mentioned in the case an employee at
entry level needs to have basic knowledge of marketing and selling compared to an employee
at differential level he needs to have significant market and product knowledge and same
goes with skill competencies. That’s why company considers the competency profile of sales
personnel at two levels.
About the Behavioural competencies, it is important for companies because it plays an
important role during succession planning, workforce planning, and training and
development.

Q2. Study the mapped competencies and analyse to what extent the competencies of the
regional sale manager differ from those of sale officers/executives, retails sales officer, and
customer relationship officer.
Ans- The regional sales manager and area sales manager must have managerial competencies
translated to functional competencies whereas at the entry level, the retail sales officers and
customer relationship officers need knowledge, skill, and behavioural competencies.
According to the mapped competencies we analysed that for regional sales manager they
focus mainly on broader aspects of business whereas sales officers/executives mainly focus
on basic marketing and selling concept like interaction with customer.
For regional sales manager they have to focus on human resource cluster which includes
marketing knowledge of business, leading team and business together. Also, they focus
mostly on leadership cluster like planning and foresight, trade and relationship management.
They are also into directing subordinates cluster with strong analytical knowledge. Whereas.
Sales officers/executives should know how to deal with customer by analysing consumer
market and buying behaviour. They should have proper knowledge brand, market, customer,
competitor. They should have problem solving skills, basic selling and communication skills
also they have to follow up for relationship building and maintenance.
Q3.Study the competencies in each competency set for each level. Do you feel that the
competencies will differ for the same positions in a company manufacturing different goods?
Ans- As company will be manufacturing different goods knowledge competency and skill
competency will differ at each and every level of hierarchy as different industries will
produce different products the employees of that company will require knowledge and skills
of that industry. So the knowledge and skills will differ for the same position in a company
manufacturing different goods but the same can’t be said about behavioural competencies. As
Behavioural competency helps in achieving smoother transition of workflow in organisations
by enhancing competency of employees at all the positions it is not different for different
industries.

Group 1

PGDM Name
number
19061 Abhijeet Sangodkar
19062 Abhishek M
19063 Abilash S.
19064 Akansha Joshi
19065 Akshay B R
19066 Aman kumar
19067 Amit kumar sharma
19068 Anat C Thomas
19069 Ankita Rajawat
19070 Anurag S