Research On Competency Model Of Major Customer Manager Of Jining WT Company

The correspondence profession has faced huge international challenge since our country joined WTO. To adapt to the development of the modern era, China WT Company's development strategy gradually turns to the title of the marketing and service. 70% employees become to marketing attendant. Among them, the major customer manager is the most important marketing personnel in Jining WT Company, whose work is direct to service to the major customer. The competency level of major customer managers have a graveness influence to the brand image, business of net expand and income index sign completion of WT Company. The research of competency of major customer managers, especially the establishment of major customer manager's competency model, is the important foundation of selecting and developing the major customer managers who satisfy their work post request.In the 1970s, McClelland, the professor of Harvard, got the competency of a certain work post. He gave the overall system of research to the personnel, evaluated them from outside show to inside concealed characteristic. In recent years, more and more research of competency has applied to human resource management because of it's science and reality. According to the related theories of competency and the actual work of the major customer manager, we can establish the major customer manager competency model of WT Company. The competency model will become the basis of balancing major customer manager's characters from outside show to inside concealed characteristic, and will provide the premise of science for job advertisement selection, training development, the results investigate, employee occupation career planning of the major customer manager, etc.The research will establish the competency model of major customer manager by Behavioral Event Interview (BEI), questionnaire survey and Analytial Hierarchy Process (AHP). From the result of the research, we can see the competency model is made of nine competencies: The achievement desire, active, human relations insight, customer service consciousness, analysis thinking, technique specialty, motion control ability, interest in the occupation and study ability.The thesis is divided into five chapters: In chapter 1, it will analyze the circumstance of WT Company and the post job of major customer manager, describe the research background and research meaning; In chapter 2, it will overview the theories of competency, understand the development condition of theories from domestic to international nowadays and to get to know the research method and step; In chapter 3, it will put forward research speculation and research design and carry on, to get the competency of major customer manage; In chapter 4,it will calculate the percentage of every competency by AHP and certificate the competency model. In chapter 5, it will put forward the conclusion, limit and prospect.The characteristics of this research are applying the theories of the competency to the practice and using AHP to calculate the percentage of every competency. We can make the competency model more precise by AHP.