Research On The Construction Of Competency Model Of Sales Futures Salesman

There is a lot of developing opportunities for China Fast Moving Consumer Goods (FMCG) Industry. The core competency for each company is the competition on human resources. Along with the rapid development and severe competition in the world the competition in FMCG industry is focusing on the competition of their sales force. So the top priority is how to build up a systematic Humane Resource Management System to support the company’s development.For these years, competency based Human Resource Management and Development becomes the hot topic in both academic and application. HR professionals use the competency theory to set up the management model covering Select\Develop\Energize\Value. And the purpose is to use the model selecting and developing talent to support the company strategy and exceed the expectation on improving the organization performance.More and more studies on competency in organization shows that people realize that the importance and feasibility to apply the competency model into company. But the studies are focusing on the financial\high-tech\university. The targeted groups are focusing on management level\R&D people\teacher\public servant. The study on sales force is less and in the early stage, and the study on sales force of FMCG is even at the stage of beginning.This paper is a study on building competency model for sales force in one FMCG company and the related application. Hope we could find the method for building competency model and application plan for the sales force in this industry. Based on the competency model we could select the right sales people, evaluate the gaps between their capabilities as-is with the to-be, set up the development system, prepare for the successor and so on to improve the organization’s performance. Hope it could not also be a reference for HR professional but also for the industry.This paper contains three parts. The first part is about the theory related with the competency concept\building methods\application. The second part is about the empirical study, targeted group is sales force of A company in FMCG industry, use the common method to build up the sales force competency model for A company. The third part is the conclusion to introduce the experience and lessons on this study, hope could be helpful for the study in the whole industry.