Medical Equipment Sales Competency Model Study

Medical equipment industry is a new and developing field concerning people's health. With the increasing competition in the market, employable salesmen are becoming more and more important. How to choose and distinguish high performance medical equipment salesmen and how to train and inspire staff are the key problems for companies now.The conception "competency" was induced by McClelland in 1973. He thought the traditional tests, such as intelligent test, characteristic test and academic test, can not forecast the performance effectively, while competency including knowledge, skills, capability and motive was strongly relative with the high performance. In the recent 30 years, the research and application of competency has become a hot field.There are no systematic and comprehensive researches on medical equipment salesmen until now. After reading many domestic and overseas documents on competency and competency models, and on the base of general market competency model, the following jobs were done in this research. Firstly, the medical equipment salesmen occupation task and requirements were found out and matched with competency, using words frequency analysis methods. Secondly, the table of the characteristic behavior of medical equipment salesmen and investigation questionnaires were formed, using experts' interview method. Finally, investigation was made in medical equipment salesmen and 118 effective questionnaires were got. All the data was analyzed by SPSS software and the following conclusion were obtained.1) The threshold competency of the medical equipment salesmen including 6 groups: target and actions, help and services, influences, managements, cognitions, self-conceptions.2) There are significant differences between high performance and common performance medical equipment salesmen in some key competency characters, such as achievement-oriented behaviors, go-aheadism behaviors, interpersonal comprehensive behaviors, customer service behaviors, deduce and induce thought behaviors and self-confidence behaviors etc.This research can give some useful advices for the medical equipment companies on selection, distinguishing and training high performance salesmen.