成长期企业的高绩效销售人员胜任力模型分析-analysis on competency model of high performance salespersons in growing enterprises.docxVIP

Abstract The research in Competency Theory in China is very little, and the research in Competency of Sales Staff is still in the primary stage. Most of the domestic research is aimed at a specific industry or a specific post, but there are few articles which are aimed at the competency model of sales staff at the whole corporate life cycle or some stages. Therefore, this paper is aimed at the significance of Competency model of sales staff for enterprises in the growing stage. By means of Literature analysis, Delphi method, Questionnaire, Factor analysis and SPSS 17.0, this paper analyzes the model of competency for sales stuff in the enterprises which are at the growing stage systematically and completely. The following conclusions are obtained. The model of sales stuff for enterprises at the growing stage includes five dimensions and fifteen elements. They are self-concept characters, influence characters, cognition characters, target and action characters, assistance and service characters. Self-concept characters include self-confidence, tenacity and responsibility. Influence characters include relationship building, customer relation management, and influence. Cognition characters include professional knowledge and skills for marketing forecast and decision-making. Target and action characters include desire for success, imitative, communicating skills, market sensitivity and analysis abilities for information. Assistance and service characters include team-cooperation, interpersonal comprehension, and customer orientation. These fifteen characters of competency can be used as the basic thresholds for the enterprises at the growing stage. There are some notable differences in the five dimensions and seven characters between the high-performance sales staff and the general-performance sales staff of the enterprises at the growing stage. They are self-confidence, customer relationship management, market forecast and decision-making, desire for achievement, Initi