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Development of a position profile for sales representative

Student: Bogdanova Anastasiya

Supervisor: Anna Gogoleva

Faculty: Faculty of Management

Educational Programme: Bachelor

Year of Graduation: 2014

<p>In this research on the subject &quot;Development of a position profile for sales representatives&quot;</p><p>The purpose of work is development of a profile for the sales representatives of the company.</p><p>The object of research is the Expert trading company, which specializes in the sale of home appliances and electronics.</p><p>The subject of research is the technology of development of a profile of a position of the selling assistant and his application in practical activities of the company.</p><p>This project is based on works of the Russian and foreign researchers of personnel management systems and the organization. In this work were applied the method of the systemic-functional analysis, a comparison method, a general scientific method of knowledge.</p><p>The standard and legal documents governing the labor relations, periodicals articles, applied data on research of development&nbsp; the profile of a position of the employee and the human resource management, published on Internet, the company for 2011-2013 and other information from scientific editions formed information base of research. The empirical basis of the conducted research contains data of documents of the Expert shop, data of the conducted interviews with the director of shop and the senior seller, materials organization&#39;s website.</p><p>The practical importance of research consists in possibility of application of results of research for development of a profile of the sales representative in the studied company, as well in the companies specializing in sales of nonfood goods.</p><p>During the development of the profile for the sales representative at the Expert, the following conclusions:</p><p>&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; The Expert&quot; has a positive dynamics of development.</p><p>&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; The personnel management system of shop answers its activity. During research it was revealed that by 2013 improvement of qualitative structure of employees is observed.</p><p>&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; The assessment of organizational culture of shop revealed that the management needs to take the measures directed on improvement of moral and psychological climate and behavioral norms in the group.</p><p>&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; In the company there is no personnel planning, and staff recruitment is carried out without accurate objective technique.</p><p>&middot;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; &nbsp;The developed profile of a position of the sales representative of the Expert shop allows creating the questionnaire for competitors of a position. Application a profile of the position of the employee and his questioning will allow the company to carry out selection of sales representative most optimum.</p><p>The developed profile is structured documents in which the main criteria and professional and personal requirements are reduced in uniform system.</p>

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