A Study On The Measurement Scale For The Selection Of Credit Card Sales Staff Of Bank A

Nowadays, China is shifting from a "paying by cash" age to a "paying by credit card" one. As a new financial tool, the credit card market is more and more booming. The domestic research literature of credit card is little related with credit card sales staff. However, credit card sales in China have entered the era of brand marketing, and the request to sales staff is higher and higher. Therefore, there is an urgent need of senior credit card sales personnel. Through credit card sales staff competency, this paper tries to build competency model and a measurement scale, in order to provide scientific theories and methods to their selection.Based on the empirical analysis of a certain number of trans-regional credit card sales staff of Bank A, this study uses questionnaires, interview and psychological test for the collection of competency evaluation information, quantitative analysis method for the collection of extracted evaluation, quantitative analysis and qualitative analysis method for the final establishment of competency model. The results show that: the competency model of credit card sales staff mainly includes achievement motivation, commercial interest, internal control, stability, adaptability, sociability, integrity and self-confidence.On the basis of the competency model Competency, this study makes competency testing questionnaire of credit card sales staff, and does questionnaire item analysis, reliability analysis, validity analysis, exploratory factor analysis and structural equation model verification of the questionnaire to ensure its applicability and preciseness. The results show that: the eight competency elements compose three factors, named as adaptability, motivation and values, which match the onion model; the measurement scale is of high reliability and validity.This result can serve as an important reference for B-O-C on Sales Staff recruiting and selecting, training, performance assessment, comprehensive quality assessment and such HR management affairs.