Research On Competency Model Of TS Group’s Direct Sellers

Only 24 years have passed to date since the introduction of direct selling into China in 1990. The country has seen ups and downs in the development process of the direct selling industry in the short two decades. More and more direct selling enterprise emerge in the industry in China and more and more people act as direct sellers in the area. Direct selling has gained enormous development momentum in China’s industries. In contrast,there are few specialized researches on direct sellers’ competency, which are significant to the improvement of the comprehensive qualities of China’s direct sellers and the benign development of the direct selling industry and direct selling enterprises.Taking TS Group as the research object, this paper first makes sufficient investigation and survey of the human resources management and status quo of competency of TS Group’s direct sellers in the early stage and embarks on building a competency model of direct sellers based on the understanding and mastery of the basic information. After plenty of reading of documents regarding construction of competency model in the preparation stage, this paper first establishes basic competency indicators applied universally to direct sellers. Through behavior event interviews with TS Group’s direct selling managers and direct sellers with excellent performance, it initially obtains competency indicators in regard to TS Group’s direct sellers. It then designs questionnaires, samples among the direct sellers and gives out test papers to those selected. Through collection, analysis and hierarchy weight analysis of the data, it determines competency indicators of TS Group’s direct sellers after collecting and sorting and finally sets up a competency model of TS Group’s direct sellers.