Senior Marketing Manager Competency Model Construct

Competence are personal attributes that can differentiate between outstanding employees and common employees, including motivation, traits, self-image, attitudes or values, knowledge, cognition, conduct and skills, whatever attribute that can be reliably measured or counted, and be able to evidently distinguish between outstanding and common characteristics. Competence model is a series of competences of occupying certain work.The selection of qualified marketing managers is a popular issue for organizations. Many basic researches have been done on this theme, but seldom focused on marketing managers' competence, and on establishment of competence model for the marketing managers, and scale of competence model for the marketing managers . The study choused 142 advanced sales managers of twenty ten business enterprises of fifteen industries in China were interviewed and technique of group behavioral event interview. The study 1: choused 84 advanced sales managers of ten business enterprises in China (all above region level) were interviewed ,all subjects were divided into two groups(excellent group and ordinary group)based on their working effects. The results showed that achievement direction, imitativeness, customer service orientation, influence, team cooperation, team leadership, analysis thinking, self-confident, flexibility, organization commitment, relation establishment were consisted of competency model of the advanced sales managers, and that no significant differences of competence among industry, region, job class, gender were found in excellent group(all p>0.05).Therefore, the competency model may be commonly used for the advanced sales managers in China.The study 2: choused many sales managers of five business enterprises of six industries were the focused technique of group behavioral event interview. The accurately and applicability of previous advanced sales manager competency model was evaluated, and which were further modified according to the opinions of interview for improving the model. According to the revised competency model, its scale was compiled. Competencies In addition to, after testing 52 advanced sales managers and their work evaluations by their supervisor, Correlation analytic and factor analytic approaches were used to compute reliability and validity. The model was finally verified.