招商证 券深圳分公司银行驻点客户经理胜任力模型分析.pdfVIP

Abstract The long-term downturn of stock markets causes a worse competition in the security industry. There is a great need for the security companies to own a excellent marketing team to posses the market, so as to win the competitive advantage. About 80% marketers of China Merchants Securities in Shenzhen branch stay at the bank branches engaging in the marketing of securities, forming an emerging marketing group which is called customer manager staying at bank branches, they become the key factors to being bigger and stronger for China Merchants Securities in Shenzhen. What kind of ability and quality does a customer manager staying at the bank branches need? What kind of specific criteria should we use to hire and train customer managers that are of high potential? This is the urgent problem to be solved for China merchants securities in Shenzhen branch, which has something to do with the future development of China Merchants Securities in Shenzhen branch. This paper takes the customer managers of China Merchants Securities in Shenzhen branch as the research object, and draws lessons from the existed competency dictionaries and related literatures, through the analysis of the want ads and check-list method, so as to get the common competency indicators of customers manager. Next, this paper uses behavior-event-interview method to examine and get the following results: according to T test results of the interview data, we find 9 competency features which is of significant difference customer managers of excellent groups and common groups, these are initiative, learning ability, resource management, the ability to build trust, influence,