A Select Scheme Based On Competency-model To Sales Manager Of SW Corporation

Marketing is important for a enterprise to live and compete and essential for their success. Marketing personnel is one of their sources that creat the wealth for a corporation. The level of the sales manager's quality and capacity is the key of daily business,competiveness of human resource and strength of the whole company especially. How to select outstanding sales manager is a great concern of many enterprises.Competency model is the summary of characteristics when taking up roles and responsibilities. Competency model is playing the fundamental but decisive role in human resoruces management today. It provides strong surpport for job analysis,staffing,performance appraisal,training and development etc,while being the new fundametal for mordern human resources management.This study collected raw information by applying probing interview,open-ended questionnaire, job analysis and consulting literatures. On the basis of deciding the performance target of markdting personnel in SW compancy,raw information was analyzed,essential items of competency were extracted and a questionnaire was worked out. The questionnaire was applied for first-test and second-test after revise. The data from the test were analyzed by EFA,CFA,Cluster Analysis and Correlation Analysis. Combining the questionaire data with the outcome of personnel quality and knowledge test and computing and testing the comprehensive data,then Competency of Sales Manager in SW compency was worked out. The internal relation and function of the model was also illustrated in order to provide reference for effective slection of marketing personnel and prediction of performance.This article altogether divides into six chapters. First chapter: the introduction,the paper research significance,the content and the characteristic carry on the summary. Second chapter: in the SW Company Sales manager's competency evaluation exists present situation and problem analysis. Third chapter: correlation of the sales manager's competency quality evaluation theory methord introduction. Fourth chpter: the research proposed constructs the SW Company sales manager's competency contermeasure and the suggestion. Fifth chapter: the SW Company sales manager's competency real diagonsis analysis. Sixth chapter: conclusion and forecast.The competency evaluation made the human resources management with a clear goal,finally to enhance the enterprise's core compitive power.