Competencies affecting Job Performance: A demographic study on Salespersons in Organised Retail

The purpose of the paper is to investigate the relationship between competencies of salesperson (in organized retail outlets) and job performance; to test the effect of demographic pull on job performance relationship. Data were collected in a survey of customer and supervisors at various retail stores in Bhilai & Raipur, the tier-II cities of Chhattisgarh state in India, using a questionnaire designed on the basis items relating to competencies and job performance. Cluster analysis of data from 208 respondents was used to test hypotheses. The results show that salespersons‟ competencies are an antecedent of job performance. Also, some demographic characteristics have significant influence on the competency-performance relationship. This study extends previous research by examining the role of demographics on the competency-performance relationship. The study will help retailers the importance of least considered demographic variable. 24-item competency assessment scale is adapted in the study that can be applied in practice to measure salesperson‟s skills levels at various aspects and provide opportunity to managers to understand the skills gap and way to fill them efficiently.