Competency Model Of Foreign Trade Salesman In ZIB Company And Its Application In Recruitment

The Chinese market is open increasingly after our country joined WTO. China has signed bilateral free-trade agreement with more and more countries. This requires the government change foreign trade management style from franchise in the past into liberalized operation today. Thus, the traditional foreign trade enterprises lose the special status. They achieved policy bonus depending on the government authorized franchise policy in the past but they have to face a free and competitive market today. This change in position requires traditional foreign trade enterprises focus on the construction of key talents——foreign trade salesmen. The salesmen’s performance affects the completion of the company’s annual target directly. How to build a high performance salesmen team has become an important task of human resource management in traditional foreign trade enterprises.This thesis focused on above problem, using "competency model" theory, a modern human resource management tool, to construct the competency model of foreign trade salesmen in ZIB which was the author’s working company. Then, ZIB uses the model in recruitment. The main content of the thesis is as below:1. Summarizing overseas and domestic research status in competency and competency model, discussing the definition, historical development, research methods of competency theory and the factor, structure of competency model. Base on above, discussing the methods and steps of constructing competency model.2. Using BEI, interviewing foreign trade salesmen working for ZIB. The interview results were collated and the features were coded. The data was processed by SPSS. Then, we could construct the preliminary competency model of foreign trade salesman and validated it. Finally the competency model of foreign trade salesman for ZIB was constructed. The model includes "two skills, three abilities, four consciousnesses, five qualities". Three abilities including learning ability, flexible ability and communication ability are the bottom of the model. The model’s outer layer is two skills——market development and maintenance skills and supply chain management skills. The middle is win-win consciousness, service consciousness, risk consciousness, and profession consciousness. The innermost layer of the model is integrity, achievement desire, responsibility, rigorousness, tenacity. The application of the model in recruitment was described in the end.The results of this study constructed the competency model of foreign trade salesmen in ZIB Company. It can improve the efficiency of the recruitment and the relevance of personnel selection. At the same time, because ZIB is a typical deputy in the national foreign trade industry, the results of this study have reference meaning to the similar enterprises in the recruitment, training and development, performance and compensation management and other human resource management works of foreign trade salesmen.