Study On Competency Evaluaiton Of Sales Representatives Of SG Company

This paper discusssed the competency, competency model and evaluation technology detailedly in theory, constructed the competency model of the sales staff and assessed the competency of them.This paper firstly introduces the research background, the purpose and meaning, determined the direction of the research of the article framework, then studied in theory the competency and the application and construction of the competency model, Summarized the construction process and methods of compentence model, the model’s application in human resource manangement, laid a foundation for empirical study afterward, introduced several competency-measuring methods, Compared the advantages and disadvantages of various methods, finally determinated to take analytic hierarchy process and grey comprehensive evaluation method as tool to assess the compentence comprehensively. Based on that, with sales stuff of SG company as object, through the behavioral event interview and questionnaire survey, the paper constructed a competency model of sales stuff, then constructed judgment matrix using analytic hierarchy process, then decided scientifically the weight of all indexes. With gray correlation analysis method, it assessd the compentence of sales stuff, and got Competency Comprehensive Index. It analyzed the result of evaluation, and pointed the key of human resource management of SG. At the end, the paper had brief summary, and pointed out the research direction afterward.The creative part of the paper is that it based on using expert group method, behavioral event interview method and questionnaire, it constructed the compentence evaluation model of sale stuff of SG company. Using analytic hierarchy process and grey correlation method, it comprehensively assessed the competency of SG company’s sales stuff. The whole process and result seems objective and scientific. The paypal provided new view to comprehensive evaluation of sales’ compentence. The view is of generality and portability. It provided advice to assess and manage the salemen’s compentence of relative industry.