Study On The Competency Model Of Exhibition Enterprise Salesmen

MICE industry has an enormous effect on economy, it has played an important role ofmodern service industry in our country.As the principal part, exhibition enterprise is the coreof MICE industrial value chain.Salesmen’s capacity and quality can related to salesperformance of the company, has an huge influence on an enterprise’s survival anddevelopment.Given there is a little of the research about exhibition staffs at present, so howto promote the competency of salesmen in exhibition enterprises is very necessary.The salesmen of exhibition enterprise as the research object of this text, structuring thecompetency model in qualitative and quantitative methods. Fisrt,definiting the theoreticalbasis and research present situation, the model structure, dimensions and the naming basis ofcompetence.Then building the model by BEI and job description analysis tentatively.Third,compiling scale and conducting a survey by selection of large-scale.Forth,analyzing sampledata by SPSSV19.0, verifying and amending the model.The model has five dimensionalities:required knowledge, job skills, performanceability,personal characteristics,motive and intention,including seventeen competencies:professional knowledge,networkoperating,international communication,salesskills,information colleting,market expanding,handing problems,public relations,customermanagement,innovating,self-awareness,integrity,initiative,organizationalcommitment,teamwork and influence.At last, by using AHP,determining the weight of each competency andtransfer competency model to competency appraisal system. Discussing exhibitionenterprise’s salesmen’s selecting and training based on the competency appraisal system.Thisarticle has three innovation points: the innovation of research field and research object; theinnovation of data collection object and the innovation of model application.