Research On The Influence Of Competency Of Salespeople To Job Performance In Dairy Enterprise

As the development of economic globalization,more and more foreign brands of dairy products enter the Chinese market.They not only occupy the Chinese market share,but also result in the Chinese dairy enterprise facing the intense competition between the domestic dairy products enterprise and international brand competition.If dairy enterprises want to survive in fierce competition between the domestic large enterprises and foreign enterprises,the key to enterprises in the competition is that improving the quality of products and excellent sales staff.The writer is based on the competency and job performance of relevant research results of domestic and international numerous scholars.And according to the dairy products enterprise sales personnel of responsibility,work characteristics and behavior event interview,we take 18 competency indicators of sales personnel.According to interview the sales staff of different dairy products enterprise,we extract the 11 performance appraisal indicator Getting through the index correlation analyses,we finally confirm 14 competency indicators and nine work performance indicators.In order to establish the structural equation model of sales staff of competency and job performance,this paper deals with the indexes dimension.The competence can be divided into four dimensions:driving force work attitude,personality,ability.Performance can be divided into two dimensions:surrounding performance and task performance.Through the analysis of model,we can acquire that the four key factors of sales staff competency affecting the competency in the proportion are 13%,27%,33%,27%.According to path coefficient of the model,we can calculate the degree of impact on job performance,when we boost one unit the competence of sales staff.