The implementation of National Healthcare Insurance (NHI) Policy has greatly enlarged the coverage of the healthcare needs of the Taiwanese people. However, the Global Budget, a capped operational budget for hospitals, has forced the healthcare providers and pharmaceutical and medical device companies to operate in a much more cost efficient way than ever before. To survive, companies must find a better strategy than simply compete on price.
Human resource is the key driver for business growth in any industry. It goes without saying that talents not only drive the business performance and but also create sustainable competitiveness for companies. Under-performed employees, largely due to in-appropriate job fit, however, would hinder both business development and employee¡¦s career development. It is imperative to put the most suitable people on the right position with adequate training. Sales person in the healthcare industry shares the same story. They work very independently and call on a variety of customers in hospitals. Level of competencies will decide their job performance.
This study tries to identify the core competencies for sales person in healthcare industry. Through the analysis of job content, we have identified the competencies required to be successful in the job: the impact and influence cluster, achievement drive, aggressiveness, EQ, customer service, self-confidence, relationship build-up, analytical thinking, conceptual thinking, information gathering, organizational commitment, and expertise. With the reference to other studies, we established a core competencies table. After conducting survey and applying statistical methodology, our findings show:
1. Sales person¡¦s competencies and performance are highly correlated.
2. Sales person¡¦s age, level of education, working experience are highly correlated to their performance.
The core competencies table developed in this study is aimed to provide companies a guide for talent selection, people development, and training. This systematic way of selecting, developing, and training people would, hopefully, improve the company¡¦s overall performance.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0701108-005020 |
| Date | 01 July 2008 |
| Creators | Hsieh, Cheng-Te |
| Contributors | Stephen D. Tsai, Jason H. Huang, Bin-Yang Liu |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0701108-005020 |
| Rights | not_available, Copyright information available at source archive |
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