Competency Modelling And Validation Of Automobile Sales

In the 21 st century, the automobile industry to flourish, while the use of automobile manufacturers authorized franchise model car shop that 4S shops springing up everywhere. Car sales staff as a major force automotive product promotion and sales, and their competence has become a key factor in the success of the 4S shop. So the purpose of this paper is an empirical study, building competency model car salespeople.This paper is divided into five parts; the first part introduces the research background, purpose and significance of the content. The second part introduces the competency and competency model concept and development status and so on. Part III extract key elements of competency car salespeople through literature analysis and behavioral event interview, in order to build the car salesperson competency theoretical model. The fourth through two questionnaires measuring competency issued, and exploratory factor analysis, confirmatory factor analysis, reliability and validity of other testing methods to build competency model car salespeople. The fifth part is to build a car salesperson’s job performance model, through the competency model and job performance model correlation and regression analysis to validate the competency model.By the third part of the literature review and behavioral event interview were screened out 47 competency car sales staff, according to the behavior described in the initial development of competency questionnaire. By measuring the initial test questionnaire to obtain competent factor 35 car salespeople, develop a formal questionnaire. Through a formal questionnaire exploratory factor analysis, confirmatory factor analysis, reliability and validity obtain competency model car salesperson is a 7-factor(personal qualities, professionalism, expertise, interpersonal skills, communication skills, learning ability, information collection and processing capacity) of the structural model. Job performance and the resulting two-factor model with seven factor competency model correlation and regression analysis to verify the existence of a significant positive correlation between the two, and different competencies of different predictive performance.Finally, analysis of the final build competency model car salesmen in the recruitment, training, applied research in three areas of performance. Analyzed under the application of the competency model, the recruitment, training, work should be how to improve the performance of the three, after what improvements can bring benefits.