[Abstract]
As the market becomes more competitive, the organizations' sales competence is being recognized as the key success factor to win in the competition. For such reason, companies today need to be aware of the necessary competencies to boost the job satisfaction of their sales people, need to be prepared with a strategy to retain develop their sales people.
Today as the domestic manufacturing business becomes more competitive, the role of sales representatives is emphasized more than ever. From the organizational perspective, it is within bounds to say that the achievement of business goals depends on finding, developing retaining sales talent. In this respect, strategic development of sales representative is being more highlighted, a competency based learning approach is being practiced. Therefore, a shift from a job based approach to a competency based approach is necessary at this point.
Through this research, the competency factors of sales representatives at ¡®A¡¯ manufacturing company have been revealed based on the customer relationship process on field, then the key competencies were given through an analysis of the current level that effects sales peoples' job satisfaction. With this result, the implication for the job satisfaction of sales representatives was provided.
The study showed, that the necessary competencies for an improved job satisfaction of the sales representatives were sales mind, sales planning, sales activities. This paper suggests an helpful way for the improvement of sales performance with the given results.