Research On Establishing Competecncy System Of Sales Position In Enterprise Product

1,PurposeAny enterprise cannot avoid transformation whichever will definitely lead to changes in business and management. A successful transformation is mainly attributed to the fit between person-on-key-post competency and the current business. All the business development and promotion are subject to the right persons competency, to reach the target and achieve the aim for transformation.As an essential part for enterprise's survival and competition, marketing and sales are most important for enterprise profit-making. The fit between sales person competency and business is crucial for the whole transformation development and human resources competency. Therefore, this thesis will focus on the sales-post competency system modeling method and competency models which are applicable for transformation business of a telecommunication enterprise.2,MethodWith massive research on relevant documentation, data and demographics, the author made thorough study not only on competency theories from China and abroad, but study on sales-post competency. On the basis of competency study from Byham & Moyer and McClelland, and analysis on the telecommunication enterprise corporate culture and its business process, key-issue interview method was applied for competency basic models. Furthermore, expert panel method was used to describe and rate competency. The competency system was set up after validity of the competency model was verified with application questionnaire method.The study involved 14 interviewees and 348 valid questionnaires. Coding and work frequency statistics methods are applied for analysis on the interview records and collected questionnaires, and finally the product sales post competency system and post competency system were successfully constructed which conformed to a telecom enterprise business requirements during its transformation.3,Result and conclusion 1). The sales competencies are crucial for enterprises during transformation to reach its business target and even lead to success or failure of the transformation.2). Business of a transformation enterprise must be taken into consideration with business reorganization key-post competency.3). The method for competency system based on process will be refrained from the disadvantage:competency renovation cannot keep up with business competency. On the contrary, its renovation cycle is comparatively short with less impact and moderate work load, so that integrity of the fit between competency system and business will be ensured to solve more effectively the construction of key-post during transformation.4). The competency structure was allocated in a logic and reasonable way, among which the general organization ability and professional business ability are adaptable for other posts in relevant business system.5). Sales-post Competency Model and System 4,Applicability and LimitationThe modeling principle and research method can be applied broadly in other industries. The study orientation and conclusion on a transforming enterprise competency can also provide methods for other transforming enterprises in tele-communication industry, especially for the product sales-post competency promotion.Since this study is only limited within a special enterprise (during transformation) in a special industry, its conclusion can never be applied for all walks of life before verification due to the impact from the enterprise's management, industry and enterprise development level.