A Study On The High-performance Salesmen Competency Model Of The Growing Enterprises

The research in Competency Theory in China is very little, and the research inCompetency of Sales Staff is still in the primary stage. Most of the domestic researchis aimed at a specific industry or a specific post, but there are few articles which areaimed at the competency model of sales staff at the whole corporate life cycle or somestages. Therefore, this paper is aimed at the significance of Competency model ofsales staff for enterprises in the growing stage.By means of Literature analysis, Delphi method, Questionnaire, Factor analysisand SPSS17.0, this paper analyzes the model of competency for sales stuff in theenterprises which are at the growing stage systematically and completely. Thefollowing conclusions are obtained.The model of sales stuff for enterprises at the growing stage includes fivedimensions and fifteen elements. They are self-concept characters, influencecharacters, cognition characters, target and action characters, assistance and servicecharacters. Self-concept characters include self-confidence, tenacity and responsibility.Influence characters include relationship building, customer relation management, andinfluence. Cognition characters include professional knowledge and skills formarketing forecast and decision-making. Target and action characters include desirefor success, imitative, communicating skills, market sensitivity and analysis abilitiesfor information. Assistance and service characters include team-cooperation,interpersonal comprehension, and customer orientation. These fifteen characters ofcompetency can be used as the basic thresholds for the enterprises at the growingstage.There are some notable differences in the five dimensions and seven charactersbetween the high-performance sales staff and the general-performance sales staff ofthe enterprises at the growing stage. They are self-confidence, customer relationshipmanagement, market forecast and decision-making, desire for achievement, Initiative,market sensitivity and analysis abilities for information, interpersonal comprehension.These characters can distinguish the high-performance sales staff and thegeneral-performance sales staff for the enterprises at the growing stage. They canprovide the basis for selection when these enterprises are recruiting. They canprovide effective guidance for the training and excitation of sales staff.The innovation of this paper mainly concludes the following. On the basis of domestic and foreign research, it researches the competency theories integrated withgrowing stage theories. On the basis of general model for sales staff, it buildscompetency model for sales staff with high performance in the enterprises which areat the growing stage. It can find the key competency factors for high-performancesales staff. It helps sales stuff to perfect their accomplishments. It provides effectiveguidance for personnel recruitment, personnel assessment, personnel training andpersonnel excitation.