Research On The Model Construction Of Competencies Of Sales Of Power Equipment

Under the push of market economy,market competition is more and more intense,the power equipment industry as a national infrastructure closely related to economic and social development of important industries,in addition to their own requirements,product advantage of power equipment sales talents is becoming more and more attention.So how to identify and pick out the best power equipment sales staff,how to performance appraisal,and the their own training,skills training,to encourage,to improve their sales performance,all the issues related to attach great importance to by the electric power equipment industry.Mc Clelland,American social psychologist,think that the traditional personality test,character or academic test can't really test more complex or higher level of work performance,further given competency characteristic is directly related to the performance of knowledge,personal qualities,motivation and ability to work,put forward "competency" is an important content.The author on the basis of referring to a large number of related literature and research,research on the history of the competency model research at home and abroad and the development of cutting-edge a relatively comprehensive understanding,and didn't find out about electric power equipment industry sales personnel competency model which on the one hand,the special study of the system.In general about the market at home and abroad and referring to the writer,on the basis of competency model,to understand the power equipment sales staff job duties and responsibilities of the main content and work competency relative requirements,in view of the post responsibility and competency features interviews with professional seller,determine the characteristics of electric power equipment sales staff competence behavior description questionnaire,a preliminary model assumption,sales staff to make use of survey questionnaire survey,a total of 281 valid questionnaires,with professional statistical software SPSS 19.0 after the data has carried on the correlation analysis,to determine the final model,the competence of the industry sales personnel have a preliminary exploration study.The following conclusions:1,compare excellent marketing personnel and general marketing personnel,analysis of the differences between the two,it is concluded that good sales staff than regular sales staff work has a strong principle,optimistic state of mind,with the result of things with innovative ability and strong ability of language expression,independently complete the task.2.This study constructs a preliminary exploration of the power equipment marketing personnel competency model,which covers 4 dimensions and 34 factors(see chapter 4).3,put the power equipment marketing personnel competency model practice to study marketing staff recruitment selection,training,performance appraisal and career development planning,formed in human resource management system based on competency model is a more scientific system of recruitment,training,learning system,the performance evaluation system,and career development planning system.