Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka

Zainal, Abdullah (2010) Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka. Masters thesis, UTeM.

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Competent sales workforce is crucial for TM Melaka to face the global challenges and stiff competition. Competency is very much linked to workforce performance; and with proper competency and capabilities, it will increase sales productivity. The objective of the study is to examine the level of generic sales competencies of the sales workforce in Consumer Sales Unit in TM Melaka. Since competency-based training is an important element for the competency level, the study examined the preferred competency in behavioral, functional link to the performance of the sales workforce. The study also examined the relationship between the dependent variables (work performance) and selected independent variables. It will also measure the effect of technology as an enabler to assist the sales workforce in delivering exceptional service to the consumer. This study also investigates how competencies with the help of technology lead to broadband acceptance to the mass consumer. Further, it is argued that the level of sales workforce competencies is positively related to his/her performance, and that the quality of leader-member exchange positively moderates the relationship between competencies and performance especially to the know-how. Results based on analyses of data from a sample of 26 sales workforces, executives and managers from Consumer Sales Unit (CS), TM Melaka to support the researcher research model.

Item Type: Thesis (Masters)
Uncontrolled Keywords: Total quality management, Sales management, High-performance sales force
Subjects: H Social Sciences > HF Commerce
H Social Sciences > H Social Sciences (General)
Divisions: Library > Tesis > FPTT
Depositing User: Siti Syahirah Ab Rahim
Date Deposited: 27 Jan 2015 06:33
Last Modified: 28 May 2015 04:35
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