ANALYSIS OF THE IMPACTS OF TECHNICAL COMPETENCIES TO MANAGERIAL EFFECTIVENESS OF SALES MANAGERS IN VIETNAMESE COMMERICAL BANKS

Abstract

The research objective of the article is to determine the requirements of technical competencies and their impact on managerial effectiveness of sales managers in Vietnamese commercial banks. With 360 survey participants including the personnel who hold this position and the stakeholders (including their supervisors, peers and subordinates) have helped research with a multi-dimensional and objective view to the research problem. The results show that four competencies of the technical competencies (including job-specific knowledge and professional skills; knowledge of business environment and industry; achievement orientation; customer orientation) are necessary for this position. In particular, these four competencies all have a positive impact on the managerial effectiveness.

Keywords: Technical competencies, managerial effectiveness, sales manager, commercial banks.