The Study On Competence Structure Of Marketing Staff In Bank Of China

Marketing Staff in Bank Of China (B-O-C) is the marketing person(relation manager ,advanced relation manager ,senior relation manager) who is responsible for outside relations, basing themselves on traditional transaction, advocating new transaction, coordinating the relationship between B-O-C and clients, providing services of deposit, loan, transfer for the clients, developing new market. As the window of B-O-C outside service, Marketing Staff provides commercial services such as deposit, loan, balance, inter-transaction, information, consultation, etc. for clients on behalf of B-O-C.They serve as ligament between B-O-C and clients. Advocating Marketing Staff system is seasoned with the economic development of socialism market, and is the new attempt of furthering B-O-C reform, changing the management concept, exploring the combination with international market, developing new transaction. So, it has significant theoretical and practical meaning to strengthen theoretical probe and research on the construction of B-O-C Marketing Staffs. The definition in this paper includes: individual potential and deeper characters to distinguish the excellent stuff from the stuff with ordinary achievement in a certain work (or organization, culture); it can be motive, specialty, self-image, attitude or outlook on value, knowledge in certain field, cognitive or behavioral skill—any individual character (Spencer Jr LM, Spencer SM)that can be measured or counted, and can distinguish excellent achievement from ordinary achievement. Competence structure refers to the total of competence characters which are necessary for certain task roles. The article generalized the theories on competence and competence models. Discussed the source, definition, research methodology, and structure of competence. Reviewed the research output and the newest trend of competence. The research aims at B-O-C Marketing Staff. Interview and questionnaire are introduced to search the competence in need. And the result indicate that the competence of a qualified B-O-C Marketing Staff consists of 10 features: communication, achievement orientation, interpersonal understanding,initiative and positive ,custom-orientation,conciliate ability, self-confidence and fortitude,marketing sensitive, analytical and conceptual thinking,knowledge and skills etc. This result can serve as a reference for B-O-C on...