FMCG Industry Terminal Sales Staff Competency Model Construction And Application

The fast moving consumer goods industry, referred to as the FMCG industry, in recentyears, the the major FMCG industry increasingly presented homogenization, and then how theterminal part of the sales, enterprise products to attract more consumers to accept more andmore major FMCGthe industry’s concern and attention.Terminal sales staff as a direct contact with customers, sales staff directly involved in thesales process, its qualities and ability to play an important role in the sales of the product.Thus, how to select the high-performance terminal sales staff, became the important issue ofmajor FMCG companies. Competency and competency model theory came into being, humanresources management for the FMCG industry enterprises, has brought a new perspective anddirection.Starting from an empirical point of view, the terminal sales personnel FMCG industry asthe research object, through literature analysis, behavioral event interview, questionnaire, theweight factor to determine the table method to build fast eliminating karma terminal salesstaff competency modeland explore the model in the FMCG industry human resourcesmanagement system for the goal to provide help and guidance for FMCG terminal sales staffhuman resources management. The main conclusions of this study are as follows:(A) Fast eliminating karma terminal sales staff competency model building. The buildfast eliminating karma terminal sales staff competency model is the core of this thesis, basedon terminal sales staff in FMCG industry survey analysis, document analysis, behavioralinterview, questionnaire, and eventually get sustained achievement orientation, learningability, market awareness, interpersonal, service-oriented, personality, knowledge, experience,skills, and self-control of nine public indicators of competence, and they contain a total of38competency indicators.(B) Of the terminal sales staff competency model discussed in the FMCG industryenterprise application. Based competency model, methods and steps of the FMCG industryterminal sales staff selection, training and human resources management, management ofFMCG company terminal sales staff to play a practical significance.