The Research Of The Key Account Manager Competency Model About AI Company

With the rapid and new development of modern enterprises,human resource management is esteemed as a key player in the entity's performance by more and more companies.So many measures have been applied by them in order to improve the recruitment results,to achieve a successful formation of the personnel,and to limit the painful resignations of certain employees.On the other hand,the team stability,position compatibility and competence continuity of the sales team is extremely essential for a manufacturing and service providing company,since the performance of this very team influences significantly on the top numbers such as revenue,profit and market share etc.In this paper,the research will base on the competency model of AI's sales team,to answer a question that is as a key account manager in this company,what are the key factors regarding knowledge,skills and career professionality.Via the autopsy of this model and its application,this paper aims to help the management team resolve confronting problems on this issue,for instance how to direct the systematical training of the sales team,how to raise objectively the capability of the team to match the standards of the positions.The paper will be specific and practical.Some direct interviews are carried out to provide facts for this paper with the behavioral event interview methodology,and then,these materials are summarized and analyzed through induction,with a SPSS methodology.When the model is established,some experts are invited to examine it for accuracy.The model depicts the competency characteristics from three dimensions,meaning professional,knowledge and skills,among which knowledge is more extrinsic while the other two are more inherent.By targeting AI company,a famous industrial member in telecommunication software,it is expected that the research on the competency model theory would offer the company some useful advices about improving the performance of the sales team and the formation of future sales members.Also,in order to provide some general clues about human resource management for all IT members in this domain.