Dissertation > Economic > Economic planning and management > Enterprise economy > Enterprise planning and management decision - making

The Study of Competency Structure Factors of Middle Sales Management in Foreign-invested Company P

Author DingWei
Tutor LiuYaoZhong
School Jinan University
Course Applied Psychology
Keywords Middle Sales Management Competency Structure Factors
CLC F272
Type Master's thesis
Year 2007
Downloads 474
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Competency model is the summary of characteristics when taking up roles and responsibilities. Competency model is playing the fundamental but decisive role in human resources management today. It provides strong support for job analysis, staffing, performance appraisal, training & development etc, while being the new fundamental for modem human resources management.Through the ways of documents searching and analysis, releasing open questionnaires, focus groups, expert group discussion, the preliminary questionnaire was made up. After the pre-test, modifications are made through exploratory factor analysis and brain storming analysis on the preliminary questionnaire and finalize the formal questionnaire. The research shows the competency structure of FMCG P Company consists of: achievement motivation, organization commitment, team building capability, plan and coordination capability, integrity, learning and adaptation capability, communication, innovation, people management and analyzing & thinking skill. Based on the research, it is proposed for the FMCG P Company during the middle sales management mining to improve the current procedures according to competency models the research resulted, including the organization of talent mining and assessment standards/tools. The advantage of the scheme lies in the followings: based on competency models, with the help of more scientific assessment tools, the procedure and standards will be more objective, with higher reliability and validity. But at the same time, the assessor need to be more proficient in related knowledge and capability, and the cost will also be higher than traditional procedures with more commitment and involvement from both human resources department and sales department. In general however, for the long-term speaking, the proposal is of high value for improving middle sales management capability and performance and set up a sound foundation of talent pool for the continuously prosperity of Company P.

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