| dc.description.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. | en_US |