Study On Competency Model Of Salesmen In Machinery Industry

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 and Human resource management 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.Behavior event interview(BEI) was used to study 19 salesmen in machinery industry Who were divided into the outstanding and the average. Then BEI transcripts were coded. The Competence of Salesmen in Machinery Industry Self-Rating Form was developed according to competency model of salesmen in machinery industry, Then was test reliability and validity.The following is our main findings:1.The competency model of salesmen in machinery industry are as follows: Achievement Orientation, Impact and Influence, Organization Awareness, Relationship Building, Analytical Thinking, EXP.2. The Competence of Salesmen in Machinery Industry Self-Rating Form has good reliability and validity.3. The competency model of salesmen in machinery industry is found good construct validity through exploratory factor analysis.4. The competency model of salesmen in machinery industry could be used to screen and train salesmen in machinery industry.