Vasile Dinu

English

Research Papers in Economics

Vol XI • Nr. 25 • February 2009  5 
Reasons for a standardized approach of the occupations 
in the commercial field 
 
 
A range of working places whose main tasks and prerogatives are characterized by 
a high level of similarities makes up an occupation. According to the definition 
given in the Classification of the Occupations from Romania (COR), an 
occupation is an useful activity, bringing an income, which a person is commonly 
doing in an economic-social unit. An occupation means the speciality/qualification 
really performed at the working place and whose putting into practice presumes to 
use a range of professional competencies. 
An occupation could be expressed through function and profession. The function 
is the activity a person is regularly performing in a functional hierarchy of a 
leading or executive board, while the profession is the wide range of knowledge 
someone has gotten through school education and practice, needed to develop an 
activity. 
The inventory and analysis of occupations from the commercial field in Romania, 
in the framework of COR updating - started in June, 2008 – have been pointed out 
some characteristic phenomena in the commercial field: 
• their vague and changeable image;  
• new occupations have  appeared as a result of spectacular results in the 
commercial activity;  
• the existence of many denominations for the jobs in the commercial 
field; 
• a lot of them don’t permit a distinct identification of their professional 
profile; 
• a school education system that is partially unfit for the needs of the 
commercial companies; 
Because of these numerous denominations many times fanciful, the jobs in the 
commercial field form an authentic nebula. If someone wants to know: “Which is 
the difference between a commercial worker, a commercial agent, a commercial 
representative or a commercial clerk?”, the answer is difficult to be found and 
most of the time will be: “None, all of them deal with sales.” 
In order to put an end to the general confusion, to draw up a standard of the 
commercial occupations is essential. Its role is to clarify, simplify, structure and 
establish the specific criteria for these occupations, providing a grid that is to be 
easily understand and that will allow the identification of the professional profile, 
standing behind each occupation denomination. 
 Amfiteatru Economic  6 
More than that, the standard will also be an operation instrument with multiple 
utilizations such as: 
• to study and to identify the commercial jobs, which will be an 
instrument, easy to be used in order to identify, to analyse and to define; 
• in matters of personnel recruitment, it will provide essential elements 
about all that someone has to know in a profession or a job, clarifying 
the recruitment offer; 
• for training activity, it will allow to inventory and to outline the 
competencies that are to be developed; 
• for the organization activity, the standard will allow to establish an 
image of the commercial jobs in a company; 
• in matters of communication, it will act for the clearness and the 
pertinence of the message meant to the different commercial profiles; 
• the standard will also be an instrument that can assure the coherence for 
the denominations of the inner commercial jobs in an enterprise; 
• drawing up a structure of the occupations on two axes – the axis of the 
sale/supporting and the axis of the function/profession, the standard will 
provide an easy legible reading of the jobs that are directly connected to 
the selling activity, of those that support the commercial function and of 
those that are related to the management of the commercial activity. In 
this way one can easily notice the proximity and the logical elements that 
link the functions and professions one another, independently of the 
sector particularities they belong to. 
The standard of the occupations in the commercial field will provide for the 
executive people in the enterprises, for those dealing with the personnel 
recruitment, for the human resources representatives, for the education and the 
training institutions, for the researchers in the commercial domain, concrete means 
of understanding the commercial field. 
 
 
Editor-in-Chief 
Vasile Dinu, PhD 
 

Reasons for a standardized approach of the occupations in the commercial field

http://www.amfiteatrueconomic.ro/temp/Article_626.pdf

Reasons for a standardized approach of the occupations in the commercial field

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