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Kluczowe kompetencje sprzedawcy - przypadek przedstawiciela medycznego

100%
Bugaj J. M.
Problemy Zarządzania
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2012
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issue 1/2012 (35) t.1
37-52
PL
Rynek pracy z propozycjami zatrudnienia dla sprzedawców wciąż rośnie. Wiele firm się rozwija, skupiając się nie tylko na unowocześnianiu produktów lub usług, lecz także na usprawnianiu działania. Zmieniają się klienci i konkurencja, ekonomiczne bariery wejścia i wyjścia, a szczególnie poszukiwane kompetencje pracowników. Organizacje, również te działające w branży medycznej, różnią się nie tylko produktami/ usługami, ale zwłaszcza wypracowanymi standardami, regułami i priorytetami działania. Co zatem decyduje o sukcesie sprzedaży i jakimi kompetencjami powinien się charakteryzować dobry sprzedawca? Aby odpowiedzieć na te pytania, postanowiono przeanalizować ogłoszenia rekrutacyjne firm farmaceutycznych poszukujących pracowników na stanowisko przedstawiciela medycznego. Dodatkowo przeprowadzona została analiza kompetencji pracowników już zatrudnionych na tym stanowisku w firmie farmaceutycznej Framoc. Analizę tę należy traktować wyłącznie jako punkt odniesienia i przykład z omawianego rynku. Opracowany na podstawie tych ogłoszeń model kompetencyjny należy uważać za pilotażowy, wprowadzający do przygotowania pogłębionych badań związanych z analizą oczekiwań pracodawców dotyczących kompetencji poszukiwanych pracowników.
EN
The labour market with employment proposals for salespeople continues to grow. Many companies are developing, focusing not only on the modernization of products or services, but also on improving their actions. Customers and competitors, economic barriers to entry and exit the market and particularly sought after employees' competencies are changing now. Organizations, including those working in the medical industry, differ not only in products/ services, but particularly in elaborated standards, rules and action priorities. So what is it that determines the sales success and which competencies should characterize a good salesperson? To answer these questions it has been decided to examine the recruitment advertisements by pharmaceutical companies to recruit for the position of a medical representative. Additionally, the competence analysis was carried out, and it included the employees already working in this position in Framoc, a pharmaceutical company. This analysis should be considered only as a reference point and example of the market concerned. The competency model, developed on the basis of these notices, should be considered as a pilot study and an introduction to the preparation of research related to the analysis of the employers' expectations of staff competence.
2
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The use of international rankings in the formulation of a university’s strategic goals – the Polish perspective

63%
Bugaj J. M., Rybkowski R.
Journal of Economics and Management
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2018
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vol. 34
39-57
EN
Aim/purpose – The aim of the paper is to identify key indicators from selected international rankings that might be used while formulating a university’s strategy; especially in the context of Polish higher education regulations and requirements. Design/methodology/approach – The paper is based on literature review, accompanied by qualitative-comparative analysis of the most popular international rankings of universities; comparative analysis is also applied to methodologies accommodated by these rankings and to the organization of their output. Findings – Modern universities face growing pressure from the intensifying processes of internationalization and have to search for effective methods of increasing their competitive advantages worldwide. Thus, a well-defined and implemented strategy should play a significant role in this process. Research implications/limitations – The very recent discussions concerning the proposed new Polish Law on higher education and science prove that there is still limited understanding of the importance of university strategies. The government emphasizes the significance of improving international competitiveness of Polish higher education institutions; thus, the proper use of international rankings seems to be vital in responding to governmental visions. The research findings should help universities in the development and execution of strategies. Originality/value/contribution – The paper combines analysis of international rankings and strategy development/formulation. Therefore, it might be a useful tool for the administration of Polish universities and should help in understanding of university organization.
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