Assessment of the competence development level of personal agents in the context of relationship marketing

• Main Authors: Kiseleva Elena S., Yakimenko Elena V., Trubchenko Tatiana G., Loshchilova Marina A., Krakovetskaya Inna V., Neverov Pavel A.
• Format: Article
• Language: English
• Published: EDP Sciences 2020-01-01
• Series: SHS Web of Conferences
• Subjects: relationship marketing; personal sales; competence development level; personal agents
• Online Access: https://www.shs-conferences.org/articles/shsconf/pdf/2020/08/shsconf_pfsd2020_01018.pdf

The paper represents novelty and features of the authors’ understanding of relationship marketing. It is scientific and practically new paradigm in science. The paper outlines the purpose of relationship marketing – to build, maintain and develop privileged relationships with the company’s stakeholders in order to obtain mutual benefits and help to society. The authors focus on definition of personal sales and personal sales’ target. The paper describes behavioral indicators characterizing demonstration of competences included in the “Influencing” cluster and proposes stages of assessment of the competence development level of personal agents. The paper reveals the authors’ questionnaire to assess the competence development level of personal agents. The authors propose three formulas for assessment of the individual competence development level.