A Co-evolute Approach to Analyze the Competencies of Sales Personnel of Banking Sector of Pakistan

Imran, Faisal; Kantola, Jussi

doi:10.1007/978-3-319-60372-8_13

Cited by 3 publications

(2 citation statements)

References 6 publications

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“…Associated with the above, Zaki et al(2017) conclude that to ensure success in staff training, it is necessary to make an individual, face-to-face evaluation with each employee and based on their results, make adjustments to the training plan originally drawn up. Similar examples of the above are found in studies conducted by: Fregonese et al(2018),Imran and Kantola (2018),Lee and Welliver (2018),Johnson and Matthes (2018),Lacoste (2018),Olexová (2018),Giesbrecht et al (2017), Bugler (2017), Farías et al(2017) andKhusainova et al (2018).3.2.2 Aspects related to communication with customers. According to MarcosCuevas (2018), communication with customers is the ability to handle different relationships depending on the type of sales process, whether transactional or value generation.The key ideas extracted from the literature on this particular aspect have to do with:…”

supporting

confidence: 71%

Sales training and ICT: a literature review

Torres

Laverde

Segovia

2020

ICT

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Purpose The purpose of this paper is to identify in the specialized literature published in the past 20 years about sales training, some elements or key factors that could be applied to the use of information and communication technologies (ICT) as a support for the learning of the detection of business opportunities. Design/methodology/approach This is a study of a documentary nature in which a method of systematic literature review was applied to 132 studies published in journals indexed in Scopus and Scielo on sales training processes. The analysis of the data combined a process of categorization and frequencies statistical analysis. Findings The results highlight the role of ICT and specifically the use of mobile devices to support the strengthening of training in sales in terms of relationship, opportunity and flexibility in communication with the client, the construction of positive emotional environments and experiential/situated training. Originality/value The originality of this study lies in the extraction and interpretation of key factors focused on addressing a guiding question about the relationships between the use of ICT and sales training.

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supporting

confidence: 71%

Sales training and ICT: a literature review

Torres

Laverde

Segovia

2020

ICT

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“…Figure 2 [1]. Similarly, new job profiles are also emerging in the organizations, which require different and higher levels of competencies [11], [12], e.g. data scientists and electro-mechanical engineers [10]- [12].…”

Section: Competence Based Viewmentioning

confidence: 99%

Review of Industry 4.0 in the Light of Sociotechnical System Theory and Competence-Based View: A Future Research Agenda for the Evolute Approach

Imran

Kantola

2018

Advances in Intelligent Systems and Computing

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This paper reviews the concept of Industry 4.0 related challenges and basic requirements for successful implementation of it. It proposed that sociotechnical system theory (STS) and competence-based view (CBV) are best approaches towards implementation of industry 4.0 in the organizations. STS theory leads to such systems, which are more acceptable to end users and deliver better value. While competencebased view prepare those users to interact efficiently with new systems. To support competence-based view for industry 4.0 we argue that competence models of the Evolute approach need to be revised and updated, as well as, there is need for new competence models for emerging new job profiles. The combination of these three approaches will result into successful implementation of new industry 4.0 systems in the organizations.

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