Study On The Competency Of Salespersons And Relationship Between Competency And Performance Of Salespersons

In recent years, with the competition in Chinese market, salespersons increasing pay attention to how to encourage competition in an invincible position, to become the industry's elite, and paying attention to enterprises in order to be able to select the criteria or training they need salespersons. Therefore, more and more researchers are increasingly concerned about the marketing personnel with the quality characteristics of the problem, that have made significant progress in the study. However, researching from the point of view on competency is fewer in the past. This article attempts to use the competency study to study the relationship between marketing staff competency and performance.First of all, to understand the concept and critical incidents of salesmen competency understand the Chinese culture background, semi-structured interviews with the 12 outstanding performance and general marketing persons were conducted.Based on interviews, the study initially came up with the construct of salesmen competency by frequency statistics. The results show that in the context of Chinese culture,salesmen competency including interpersonal understanding and communication, achievement-oriented, customer-oriented services, organizational admit, marketing skills, knowledge and influence.This was followed explorative factor analysis and confirmative factor analysis were conducted in 128 and 348 qualified samples respectively,The results indicated that in the context of Chinese culture,salesmen competency model composed of interpersonal understand -ing and communication, achievement-oriented, customer-oriented services, organizational admit, marketing skills, knowledge and influence. knowledge and customer service-oriented is most importance ,and we found that salesmen competency had significant variances in individual at the same time.Then the study explore the relationship between the marketing staff competency and performance.with the use of correlation and regression analysis. We found that not all of the competency and performance of all tasks and organizational citizenship behaviors have a significant relationship, but the different dimensions of the competency did have an impact on the different dimensions of performance. Achievement-oriented and customer-oriented service, influence, organizational admition, interpersonal understanding and communication, market -ing skills competency of these tasks have a significant impact on performance, but organizat -ional admition, achievement-oriented, knowledge, influence, interpersonal understanding and communication have a significant impact on organizational citizenship behaviors. In addition, this study also import human resource practice as moderate variable analyze the relationship between competency and performance with vertical regression analysis. We can see that training, information sharing and performance praising have significant effect on the relationship between competency and performance.Finally, the main conclusion of this paper were summarized the theoretical progresses and practical implications of the present study were discussed, as well as the limitations of this study and the directions for future research.