Research On Construction And Application Of Sales Manager Competency Model In CZ Feed Co.,LTD.

CZ Feed CO.,LTD.is a foreign enterprise.Entering the Chinese market in 2003,the main business is the production and sale of feed.In recent years,due to the increase labor costs,as well as the scale and the formation of intensive development direction,the feed industry has been greatly impacted.With the failure of small feed enterprises and the intensified competition of feed marketing,the survival and development of CZ feed Co.,LTD.is faced with unprecedented challenges.As the core talent of the company,the sales manager is very important to the development of CZ feed Co.,LTD.,it directly affects the operation efficiency of the enterprise.However,the CZ feed Co.,LTD.has some problems in the human resource management of the sales manager,such as the recruitment effect is not good,the sales manager chosen is difficult for the enterprise development,the training is lack of pertinence.The competency model is needed urgently to guide the sales manager's recruitment,selection,performance appraisal and training.From the empirical point of view,firstly,according to the company's development strategy,the expectations of CEO of CZ feed company to the sales manager and sales manager status quo,combine with the job analysis of the sales manager and the depth interview,the items of the competency questionnaire of the sales manager were collected.The researchers conducted a questionnaire survey of 9 companies,and the questionnaire was supported by top executives.A total of 188 questionnaires were collected,and finally,the competency model was constructed by questionnaire analysis.It includes 4 first level indicators of knowledge and skills,internal driving force,personality and marketing power,and 22 second level indicators.And this thesis uses AHP to give weight to each competency index,which lays a foundation for the next step of application.Finally,based on the present situation of CZ Co.,LTD.,the recruitment,selection and training based on competency is designed.But in the process of application,it is necessary to introduce the competency model into the human resource management work gradually,at the same time,the competency model is not immutable and unchanging,and should be corrected timely according to the actual situation of the enterprise.