Establishment And Application Research Of Competency Model Of Sale Department Staff In Information Technology Enterprises

Competency was first raised by McClelland in 1973. He thought that traditional mental test; disposition test and academic test usually failed to effectively forecast the performance of complicated or high level position work, and then put forward the concept of"competency". He pointed out competency was directly related to the knowledge, the skill, the ability, the special characteristic and the motive. Afterwards the concept was concerned by many overseas experts'. From the 1990s until now, it was more and more popular in the field of competency applied research, and became"one of the domain main innovations in the human resource's field".At present, most enterprises of the world TOP 500 have applied the competency model to the human resources management practice.At present, domestic researchers mainly focus on the IT corporation's management position and the technology position, but rarely target on the market staffs'competency characteristic and the measures of scientific training system. Therefore, this paper uses the diagnosis method to construct the IT enterprise staffs'competency model in market position and proposes the corresponding counter measures and suggestion.This paper has chosen IT corporation's staffs from sale department and market department as the tested subject, which is based on the different position function. The findings discovered are : both competency frequency and average rank can differentiate the outstanding performance group from the common group; the competency appearance frequency and even rank are stable indicators; there are remarkable differences between the better performance staffs and the general ones who work in IT corporation's market department; the outstanding group and the common group do not have the remarkable difference in the length of BEI. We have initially established by the empirical study in this paper the IT enterprise market department staffs'competency model. The competency including seven items : the responsibility , the information searching action , the specialized knowledge , the interpersonal insight, the learning capability, the judgment power, and customer consciousness.