The Study On Competencies Of Salesmen Development Based The Development Centre

In today's increasingly market competiion, competencies of salesmen directly affect the performance,survival and development of enterprises. So how to more effectively develop and improve competencies of salesmen is emphasised on more and more by enterprises and researchers. As the development of competence in a systematic manner and process, development center's theory begun to enter the human resources and organizational management. The content of this study is that study competencies of salesmen and development situation based on development center.This article first simple review and summary relevant research results based on reading of literature. Then put forward the research ideas and research hypothesis. Secondly, The thesis Initially received competencies of Salesmen elements through research and interviews with relevant research results, through interviews preparing scale, The sample-test revision scale, And then conducted a follow-up of the large sample survey. The use of exploratory factor analysis verified the sales the constitute of competency elements. The thesis use correlation analysis, regression analysis and difference analysis to study the relationship of competencies of Salesmen and Development Center. The result found that:(1) Competencies of salesmen is a multidimensional concept, Include eight elements of competences:personal relationships and communication, customer service-oriented, achievement-oriented, thinking ability, market-sensitive power, teamwork, professional knowledge and skills, influence; (2) Development Center has a significant influence for competencies of salesmen development; (3) The high competence level of sales personnel in the development closer to competence development center requirements; (4) Foreign sales staff competence in the development of closer than local enterprises the requirements of development centers and more effective; (5) There is no significant difference for development center effectiveness of the different age and sex salesmen, while there are certain differences in the academic qualifications of population variables in development centers on the sales effects of competence development.This study provided complementary theoretical research for competencies of salesmen and development center. After analysis, the researchers believe that competencies of salesmen in the scope of study has its own industry-specific competence, development center play an important role in enhancing competencies of salesmen. Enterprises should improve competencies of salesmen based on the theory of development centers, This would be very useful to improve corporate sales.