Comparative analysis of the expression of professionally important qualities among sales managers necessary for solving strategic tasks

For sales managers, it is important to possess professionally important qualities that determine the solution of strategic tasks. The strategic tasks of managers are aimed at solving issues related to the development of the organization's global strategy, technology for managing internal and external local resources, regular assessment of the potential prospects for local markets for goods or services, and assessment of various types of risks to the organization as a whole in the short and long term. The purpose of the study was to identify the differences between professionally important qualities necessary for solving professional tasks of a strategic nature in managers and line managers in the field of sales. The study sample consisted of 157 people, of whom 71 were senior managers (top managers, executive managers) and 86 were middle managers (line managers) of sales departments in the construction industry. The basis for inclusion in the sample was the position held and the functionality performed to solve professional tasks of a strategic nature, as well as the active conduct of successful professional activities in the field of sales. The age of the respondents ranged from 29 to 54 years. To achieve the purpose of the study, psychodiagnostic techniques were used, as well as an analysis of the reliability of differences according to the Student's t-test. The professionally important qualities necessary for solving professional tasks of a strategic nature have been empirically identified in line managers and managers: at a reliable level of importance, managers are characterized by the use of such professionally important qualities as sociability, quick wit, emotional stability, risk-taking, creativity, sociability, organizational skills, and authoritarian character in their professional activities. management style, and for line managers – leadership and economic independence. The analysis of professionally important qualities necessary for solving strategic tasks made it possible to fill the shortage of scientific research in labor psychology on aspects of labor activity and professional tasks of sales managers who solve strategic tasks in the dynamics of professionalization.