Research On Relationship Between Competence And Performance Of Salesman

Research on relationship between competence and performance is not only one of the critical issues on human resource management(HRM),but also the concerned problem when company selects and evaluates employee. Based on the concept of competence and performance, the relationship of its with behavior, its effect on company’s strategy, we go into the details about the relationship between competence and performance of salesman on fast-moving consumer goods(FMCG) industry through building competence model and performance model. We want to make some enlightenment for selecting high competence employee and heightening the employee’s performance.The structure of an article, first, we summarize the concept, character and model of competence and performance. The competence and performance questionnaires of salesman on FMCG industry are designed with the help of scholar’s research on the indices design of competence and performance. Second, the model are given after analyzing the hypothesis of those two variables. The reliability and validity of two measuring scale indices are tested through data from small sample. Some indices are amended and two measuring scale are used to collect data. The reliability and validity of two measuring scale indices are tested through data from large sample. Last, reliability and validity analysis, correlation analysis, regression analysis and independent sample t-test are used to analyze the relationship of competence and performance in order to test the hypothesis given above.Through our research, competence model and performance model of salesman on FMCG industry was built. The following conclusions were presented:the performance of salesman on FMCG industry was a two-dimensional construct including contextual performance and task performance; the constructed competence model of salesman on FMCG industry was a multi-dimensional construct including four dimensionalities which are personal character, technical skill, interpersonal skill and concept skill; a high relationship was found between the competence dimensionalities and performance dimensionalities; the competence dimensionalities can distinguish the employee’s performance well; interpersonal skill have highly effect on contextual performance, technical skill have highly effect on task performance.