CASE STUDY OF COMPETENCY MAPPING TITAN

INDUSTRIES LTD.

PRESENTED BY :-
PRIYANKA GUDNU- 40
SANA SARWAR- 43
COMPETENCY MAPPING
Q1. 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.