The Competency Model Of Mechanical And Electrical Products' Salesman

Develop mechanical and electrical industry greatly is one of the important strategic goals of our country. Marketing is a key element of the survival and development of mechanical and electrical enterprises. As the key player of market development and maintain, whether salesman are competent or not decides the success of mechanical and electrical enterprises. This lead to the urgent requirement of developing a sound standard for salesman's recruiting, training and evaluating. Therefore, the research hereby aims to develop competency model of mechanical and electrical products'salesman.This research formulates competency model by a standard procedure, obtains competency model of mechanical and electrical products'salesman for the first time, which could assist the recruiting and assessing of mechanical and electrical personnel effectively; give suggestions of how to train salesman at work and what should be noticed when recruiting higher education students of relevant subject; draws special attention to the development of a university education reformation plan for the department of marketing of mechanical and electrical products base on the formulated competency model.The conclusions of this research are:(1) The competency model of mechanical and electrical products'salesman includes two basic competency characters and six deep competency characters. The two basic competency characters are organization acknowledgement and expertise, while the six deep competency characters consist of custom service orientation, relation building, interpersonal insight, impact, initiative and self confidence.(2) During the construction of competency model of mechanical and electrical products'salesman, the average score and highest score of each competency character as key indexes to find the difference between excellent salesman and ordinary salesman are more stable and dipartite. The frequency is inferior to the above two indexes on these points, however, it can also provide some useful supplement.(3) Comparing the competency model of mechanical and electrical products'salesman with the general competency model of salesman which was developed by Lyle M. Spencer in 1989, the former one belongs to the latter one. Different from the general competency model, in the mechanical and electrical products model the most important competency characters are not impact and achievement but custom service orientation and relation building. This is attribute to the peculiarity of mechanical and electrical industry and the culture difference between east and west.(4) Suggestions are given base on the obtained competency model as follows: to get the best ratio of investment and return, organizations should choose person with the core motivation and personality that accord with this competency model when recruiting; to improve the effect of training, organizations should develop training package according to the model specially; to obtain ideal education result, school should recruit students whose core value attitudes are not conflict to the attitude in the model.(5) The university education reformation plan for the department of marketing of mechanical and electrical products that based on the formulated competency model puts emotional intelligence training into formal education system for the first time. It emphasizes training of 4 kinds of capabilities: knowledge of mechanical and electrical products and the ability to apply it; knowledge of mechanical and electrical products marketing and the ability to practice it; emotional competency of mechanical and electrical products marketing; capability of management cooperation.