Research On The Construction Of Competency Model Of Sales Personnel In WH Company

With the continuous emergence of new technologies in recent years,for example,big data and cloud computing and so on,the manufacturing industry is facing a digital transformation and upgrading stage characterized by "intelligent manufacturing".In the digital economy era,companies will face a more challenging and more competitive market environment.To obtain a competitive advantage for sustainable development,a company cannot go without conscientious employees.Therefore,the formulation of a human resource strategy is particularly important.Talents are the foundation of an enterprise and one of the most important core resources for enterprise development.This article takes WH Company,a large private construction machinery and equipment manufacturer,as the research object.By studying the current situation of human resource management of the company's sales staff and the problems they face,the research content related to the competency elements is determined,and by establishing the competency model for WH company,it makes a little contribution to the development of the company's human resources work.This article uses literature analysis,behavioral event interviews and questionnaire surveys to obtain the general components of competency and build a salesperson's competency model.The competency model is of great significance in human resource management.Finally it can be regarded as the foundation of many aspects of human resource management.The competency model of sales staff of WH company includes 3 dimensions and 14 competency elements,which affect whether sales staff are qualified for this job.The first dimension is professional ability,including 5 components,namely technical expertise,self-confidence,sense of responsibility,market development ability,and team leadership ability;the second dimension is stress resistance,including 4 components,resistance pressure ability,relationship building ability,market competition awareness,learning ability,achievement orientation;the third dimension is external communication,including 3 components,product knowledge,customer knowledge,and interpersonal communication skills.