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

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...

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Main Author:	Zainal, Abdullah
Format:	Thesis
Language:	English English
Published:	2010
Subjects:	HF Commerce H Social Sciences (General)
Online Access:	http://eprints.utem.edu.my/id/eprint/13940/1/melaka_broadband.pdf24_pages.pdf http://eprints.utem.edu.my/id/eprint/13940/2/melaka_broadband.pdf
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id	my-utem-ep.13940
record_format	uketd_dc
spelling	my-utem-ep.139402015-05-28T04:35:08Z Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka 2010 Zainal, Abdullah HF Commerce H Social Sciences (General) 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. 2010 Thesis http://eprints.utem.edu.my/id/eprint/13940/ http://eprints.utem.edu.my/id/eprint/13940/1/melaka_broadband.pdf24_pages.pdf application/pdf en public http://eprints.utem.edu.my/id/eprint/13940/2/melaka_broadband.pdf application/pdf en validuser http://library.utem.edu.my:8000/elmu/index.jsp?module=webopac-d&action=fullDisplayRetriever.jsp&szMaterialNo=0000063136 masters UTeM Faculty of Technology Management and Technopreneurship
institution	Universiti Teknikal Malaysia Melaka
collection	UTeM Repository
language	English English
topic	HF Commerce H Social Sciences (General)
spellingShingle	HF Commerce H Social Sciences (General) Zainal, Abdullah Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka
description	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.
format	Thesis
qualification_level	Master's degree
author	Zainal, Abdullah
author_facet	Zainal, Abdullah
author_sort	Zainal, Abdullah
title	Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka
title_short	Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka
title_full	Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka
title_fullStr	Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka
title_full_unstemmed	Melaka Broadband : The Competency Study To The Performance On Sales Workforce In Consumer Sales Unit TM Melaka
title_sort	melaka broadband : the competency study to the performance on sales workforce in consumer sales unit tm melaka
granting_institution	UTeM
granting_department	Faculty of Technology Management and Technopreneurship
publishDate	2010
url	http://eprints.utem.edu.my/id/eprint/13940/1/melaka_broadband.pdf24_pages.pdf http://eprints.utem.edu.my/id/eprint/13940/2/melaka_broadband.pdf
_version_	1747833814855450624

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

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