The Study Of Competency Model Of Sales Manager In Internet Industry

Since the competence has been explored in 70th of the last century, it has aroused serious concern of human resource researchers and managers at home and aboard. The competence model provides a new way to solve such problem as recruitment selection, performance appraisal, training and development in human resource management practice.In view of limited researches on competency model in internet industry at this time, this paper devotes to carry out a comprehensive investigation and study on the competency model of sales manager in internet industry. And the investigation sample came from a typical company, Company Z.Through documents analysis, behavior event interview and experts panel discussion, the preliminary model and questionnaire for sales manager was made up. Then,154 sales managers in Company Z are being surveyed to answer related questionnaire. Coping with received data by SPSS software, the questionnaire was revised. And the result showed the competency model of sales manager in internet industry consists of:5 factors such as communication and coordination, team leadership, achievement oriented, learning and adaptation capability, honesty and integrity, which is accord with other similar studies at home and aboard. Meanwhile, it is confirmed with the ice-berg model. Furthermore, with the Lisrel software, the study took a CFA to 26 sales managers in Company Z Shanghai by 3600 assessment. Finally, the paper provided suggestions on promotion, training and performance appraisal based on competency model.