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 competi tive 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 di rectly 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 Zim babwe that can assist in improving, team, individuals and retail entities per formance, 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 recommen dation to the retail entities in Zimbabwe in a way, it can address the chal lenges of developing a competency model for sales managers based on the
grounded approach in the retail entities in Zimbabwe.
