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Student Number 89437011
Author chei-cheng kao(高治誠)
Author's Email Address No Public.
Statistics This thesis had been viewed 1866 times. Download 11 times.
Department Graduate Institute of Human Resource Management
Year 2006
Semester 2
Degree Master
Type of Document Master's Thesis
Language zh-TW.Big5 Chinese
Title Establishing a questionnaire of salespeople professional competency -A case of local software company in Taiwan
Date of Defense 2007-07-03
Page Count 109
Keyword
  • Competency
  • Job performance
  • Salespeople
  • Software industry
  • Abstract As the trend of knowledge economy emerges, human resources become the
    obvious competitive edge for companies. High-tech industry's high profitability,
    along with other motives, such as high compensation and high benefit attracts people
    to join them. On the other hand, software industry uses continuous innovation to
    cope with the high-tech industry highly-competitive needs, as the result, sources of
    talents and training becomes very important. Based on this fact that software
    industry has a unique need for the salespeople, this study focused on a local
    Taiwanese software company, used interviews to design working factors that
    salespeople need and analyzed to test the factors affecting work performance. From
    competency questionnaire, this study hopes to provide valuable suggestion to the case
    company and software industry, to apply on the staffing, training, and performance
    evaluation for salespeople.
    First of all, this study interviewed 18 managers and personnel in sales to
    categorize 9 core competencies for software salespeople. They are technical
    knowledge, ability of sales, time management, problem analyzing and solving,
    planning management, customer-oriented, communication, innovation, and
    success-oriented. Then, this study used 65 salespeople as the sample group to test
    the relationship between core competency and work performance. The result of
    study showed that time management and customer-oriented will have an effect on
    work performance.
    Table of Content 摘 要...............................................................................................................I
    ABSTRACT......................................................................................................II
    誌 謝.............................................................................................................III
    目 錄.............................................................................................................. IV
    表 目 錄........................................................................................................ VI
    圖 目 錄....................................................................................................... VII
    第一章 緒 論..................................................................................................1
    第一節 研究動機.......................................................................................................................1
    第二節 研究目的.......................................................................................................................4
    第三節 研究流程.......................................................................................................................5
    第二章 文獻探討..........................................................................................10
    第一節 產業概述.....................................................................................................................10
    第二節 業務人員的角色、功能及任務..................................................................................14
    第三節 職能的定義與內涵.....................................................................................................22
    第四節 業務人員的職能需求.................................................................................................30
    第五節 職能發展模式.............................................................................................................35
    第三章 研究方法..........................................................................................39
    第一節 研究架構圖.................................................................................................................39
    第二節 個案公司簡介.............................................................................................................40
    第三節 資料收集.....................................................................................................................47
    第四節 量表構面的界定.........................................................................................................51
    第五節 量表題目的編製.........................................................................................................52
    第六節 問卷試測.....................................................................................................................54
    第七節 資料分析方法.............................................................................................................55
    第四章 實證結果與討論.................................................................................57
    第一節 樣本特性分析.............................................................................................................57
    第二節 信度分析.....................................................................................................................59
    第三節 效度分析.....................................................................................................................67
    第四節 相關分析.....................................................................................................................68
    第五節 單因子變異數分析.....................................................................................................72
    第六節 迴歸分析.....................................................................................................................78
    第五章 結論.................................................................................................81
    第一節 研究結果與建議.........................................................................................................81
    第二節 管理意涵與建議.........................................................................................................87
    - V -
    第三節 未來研究建議.............................................................................................................89
    ◎參考文獻.....................................................................................................90
    一、中文文獻.............................................................................................................................90
    二、英文文獻.............................................................................................................................93
    ◎附錄一 業務代表職能問卷........................................................................97
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    Advisor
  • Tung-Chun Huang(黃同圳)
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    Date of Submission 2007-07-16

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