A Study On The Construction Of The Competency Model Of The Medical Representatives In An Foreign Medical Company

The concept of competency has been widely recognized by HR researchers and managers since 1960-70s. As the competence is closely related to the work performance, more and more entrepreneurs and HR professionals apply the competency model in HR management field which involved recruitment, assessment, training and promotion as an effective tool.The company have its first professional sales force team in 1990s, he occupation of sales representative has boasted its history in China for more than 10 years. The sales staff promotion play an important role, since medicine is a special commodity. The success of the pharmaceutical manufactures depends greatly on the effectiveness of their sales team. Thus, the judgment, evaluation, training and promoting of the representatives remain a significant issue in the pharmaceutical industry.This thesis discusses the competency model of sales representative through output-oriented method and behavior event interview. The expert interviews are used to help building the competency model.This thesis first introduces the background and purpose. Then it reviews the evolution of competency concept and the research methods about building the competency model. After the analysis of job description and function, we decide to employ the output-oriented method, behavior event interview and expert interview to build the competency model. The thesis also analyzes the strengths and weaknesses of the existing performance structure model for the sales representatives. This competency model tells the competency which including builds business-relevant relationships, sell the company way, drives performance, masters product and disease state knowledge, fosters innovation and continuous improvement, collaborates across boundaries, lives the value, understands the market. Then the competency model is tested based on the interview of excellent individuals and expert interview. Some suggestion about the model's application in the HR management field and further research field is offered as well.