Study On The Competencies Of Salesmen In IT Industry

The 21st century is an informational era. The development of the modern science and technology has led to the rapid development of the science and technology of information, the trend of "information" has taken lace in the whole society. The information has been the main sign of the modern society.With the high-speed development of IT industry, the competition among enterprises becomes more and more fierce. Gradually, the idea of the market sales attracts the attention of enterprises for it is the lifeline that enterprises' survival depends on and salesmen of the enterprise all over the country hold the lifelines of enterprises the sales forces in all parts of the country.Human resources management and development based on competency has been the hot subject of research in the field of Management, Psychology of industry and the organization, Human resource management and Pedagogics during recent 30 years .In 1973, the famous psychologist McClelland in Harvard University has delivered the article titled by "measurement of competency instead of intelligence ". Henceforth, the issue of this article has raised the upsurge that people study the competency.This dissertation has confirmed salesmen's main responsibilities in the IT industry analyzing the wanted advertisement of the listed company in the IT industry through literature search and frequency of the word of use: Accomplishment of the task of selling, Maintenance and development of customers' relationship, propaganda and maintenance of the brand, Supervision and management of the execution of the contract, Collection of the market information, Support of the after-sale service, Participation in the selling team building. Then, the scale of investigation is formed based on this in the way of having interviews with experts, making investigation into elements of the competency those salesmen with high performance and general performances have. After the deep analysis of the investigation result into IT industry, we have found similarities and differences of elements of competency of salesmen with high performance and general performance in the IT industry'. For instance: IT industry salesmen all pay great attention to customer service and interpersonal communications with customers that promote sales achievements. Under the burden of Selling index and incentive policy--the more you work, the more you are paid, the IT industry's salesmen pursue the achievement of the work with the greatest passion. Additionally, taking the competency of salesmen with high performance as a mark post, the salesmen with general performance of the IT industry has three following weak spots: being short of the influence to important crowds such as the customer, being ignorant of making contribution to improvement of the team's ability; poor professional knowledge and poor skills and d weak thinking of deduction and induction.