| Summary: | 碩士 === 明志科技大學 === 工程管理研究所 === 93 === The purpose of this study is to identify the core competencies required for the sales management professionals for the Formosa Plastics Group. This study uses literature review, job analysis, in-depth personal interviews, and paper-form survey to collect related information on competencies that are important to a successful sales professional, then the information was pulled together to originate an interim competency model.
The interim model then was validated through an organization-wide survey. 734 copies of questionnaires were distributed to the 14 sub-companies of the Formosa Plastics Group. 602 copies were returned, and 553 copies were of use. The return rate reached 75%. The reliability of the model was examined again. The cronbach values were between 0.85 to 0.89. The data was analyzed via factor analysis to examine its reliability and content validity. After conducting the exploratory factor analysis and confirmatory factor analysis, the model was finalized. 5 out of 90 competency items were deleted due to low factor loading, and the communality of the model reached 63%, which is pretty satisfactory.
The results suggest that the finalized competency model was constituted of six competency groups, 18 competences, and 85 sub-competency items. The six competency groups are: professional competency, management competency, interpersonal competency, attitude competency, value competency, and mentality competency.
At the end, the limitations of the study were stated, and conclusions were made. Recommendations were also provided to the company, the sales management professionals, and the further research.
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