SH’s Sales Competency Model And Its Application In Recruitment And Employee Development

SH medical company is a large State-owned pharmaceutical enterprise has been listed. SH company evolving with the development of China’s pharmaceutical market. SH company sales team is growing. SH flow fast company’s sales management sales team, management, promotion and other issues, and like many of its peers. This paper focus on analysis of research status of current sales forces management, analysis of their merits, find existing problems. Using competency models put forward for the improvement of the Organization, improve the management mode of enterprise sales. Paper on enterprise sales force management has a strong practical and operable.Competency has two features: explicit and implicit. A dominant trait is expertise, and skills. Its characteristics are easy to be transformed with training. Recessive trait is the values, attitudes, self-image, personality, deep personal inner factors such as motivation. Its characteristics are more difficult to nurture and guide. The characteristics of competency model based on competency, through the merit of the salesperson’s behavior characteristic analysis identifies a number of competencies required, and describe, construct the salesperson that position’s competency mode.In the process of selection and training of sales personnel, SH Corporation introduced competency and have achieved some gains. In sales managers in the selection process, for example, SH company knowledge, skills testing, candidates for prominent visits business planning, analysis, task to promote capacity-building, communication, persuasion, and personnel and so on. In a performance review is no longer only in performance.The competency model using in employee recruitment and development is very effective. Using the competency model hires and retains good talent and enhances the core competitiveness of enterprises.