CONCEPTUAL FRAMEWORK OF COMPETENCES IN REAL ESTATE SALES

In: International journal of new economics and social sciences, Band 18, Heft 2, S. 195-208

Abstract

Competencies are important predictors of the quality of services provided and employee perfor-mance. The aim of the study was to systematize knowledge about the components of competences and to develop a model constituting the conceptual framework of competences in sales on the real estate market. The article reviews the literature on the subject, and when developing the list of competencies, the opinions of practitioners expressed during interviews were also taken into ac-count. The obtained results indicate that competences in sales on the real estate market are related to both knowledge, skills and attitudes. All these elements are interconnected and influence each other. However, it was found that due to the nature of the tasks performed in the real estate market, skills (including negotiation and mediation, as well as those related to market analysis and rela-tionship building) dominate. The study fills a gap in the literature by identifying competencies in an industry that is both socially and economically important. The study is a step towards structural analysis and determining the competencies that determine quality in sales on the real estate market.