Empirical Research On Competence Of Stock Salesmen In Chongqing Area

Through rapid development of 20 years, stock market has been the most important part of capital market in our country, which has created many good investing opportunities for more and more companies and individual investors. With the development of securities industry, a lot of securities companies emerge and then stock salesmen become more. Faced with furious competition, whether security companies win or lose depends largely on the quality and abilities of stock salesmen.Stock salesmen also named stock broker are the implementers of sales activities. They specialize in attracting clients, marketing financial products, providing service for clients and so on. Along with the further development of stock industry, there will be more and more stock salesmen and security investors put higher request to the securities service. Because most investors themselves lack enough knowledge about stock and the macroeconomic operation they need the specialized and intelligent service provided by security sales. Therefore, it is realistic meaningful to discuss and study the competency issue about stock salesmen.This thesis summarizes the related theories about competence and review the studies about salesmen did by researchers at home and abroad. In addition, it analyzes the definition of competency, the cause of development, the research method and stages.During the writing the author took stock salesmen from several securities company as research sample, then analyzed and discussed the competence of salesmen by using several methods including document investigation, position analysis, behavioral event interview and questionnaire investigation. The study demonstrates there are 16 competence factors: Client oriented, Confidence, Communication, Anti-stress ability, Interpersonal skills, Ambitious, familiar with financial products, Take initiative, Marketability, Emotion Quotient, Team cooperation, Impression Management, Knowledge about securities industry, Learning ability, Strain capacity, Basic marketing skills. Additionally, this research also analyzed the current competence state of stock salesmen in Chongqing area.The result can provide a reference for human resource management such as recruiting, training and development, performance management, compensation management and career design.