New Building Materials Of Direct Sales Personnel Competency Research

As enterprises pay more and more attention to human resource management,competency model has been widely used in management practices. Most companiesdevoted themselves to set up strategic human resource management systemscentralized by competency model. The human resource management of direct sales isimportant to the development of a new-building-material factory. The requirements ofdirect sales are relatively high, because they not only sale commodities, but alsoprovide solutions for the clients with their professional knowledge. The competencymodel of new-building-material direct sales is complex, but it has not been attachedenough importance to and studied by researchers. Therefore, building a competencymodel of new-building-material direct sales has its theoretical and practicalsignificance．By conducting depth interviews and a big sample questionnaire survey ofnew-building-material direct sales，a explorative factor analysis was carried out and acompetency model was developed，which was composed of aspiring attitude，professional competence, interpersonal skills and thinking ability．There were15secondary items of the competency model. The differences between the actualcapacities of new-building-material direct sales and the competences that they shouldpossess were also measured. We also proposed some human resource managementadvises regard to recruitment and selection, training, compensation administration andperformance management based on the competency model for new-building-materialcompanies. The competency model can predict the performance ofnew-building-material direct sales and fill in the gaps of competency studies．...