The Research On Sales Representative Competency Model And Recruiting In Company A

In recent years, internet industry has a rapid development, witch is pushing all the traditional companies to change the sales model, branding and service system. It can integrate all the resources online and offline. Company A does online market business in the traditional industry:Manufacturing already for more than 8 years in China. Its sales department has a very important position, also has a very rapid development and now face serious challenge. The recruiting about sales representative has some problems, such as high turnover rate and unstable quality.Sales representative is the basic position in the company. But it has very important influence to the company’s performance. This paper studied the related data about recruiting, discussed with the management and reached consensus, analyzed the competency of sales and final set the competency model. This competency model is set up based some classic competency model building methods, such as Behavior Event Interview (BEI), literature analysis and questionnaire Survey. The data was analyzed by SPSS 19.0 to get the competency model, including nine competencies.According to the competency model of the sales representative, the author detailed the definition of the nine competencies, selected new interview methods, and updated the structure interview questionnaire and forms, to get a new recruiting process and tools. Company A has already practiced this new recruiting process and get a good results. This competency model will be further combined with recruiting, training and performance evaluation, to develop company A’s performance. Also expect it can get more amendment and popularization in the internet industry.