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1、ABSTRACTABSTRACTAABSTRACTBSTRACTWiththeimprovementofpeople’slivingstandard,theirhealthcareconsciousnessandconsumptionconceptgrowdaybyday.Suchaspeoplehopetogetacertaindegreeofeconomicbenefitsatthesametimewhentheyconsumetoobtaingoodsorservices.Itprovidesimportan
2、tpremiseformarketingtrendsofdirectsellinginthehealthcareproductsindustry.Salesisthesurvivalandcompetitioncoreforthehealthcarecategoryofdirectsellingenterprises.Asthemainbodyofsales,directsellersarechargedwiththeresponsibilityofsellingproductsandservicestocusto
3、mers,theprosandconsoftheirabilityplaysaparticularlyimportantroletotheeconomicbenefitsandlong-termdevelopmentoftheenterprise.Basedonsummarizingtheresearchresultsofcompetencyofexistingdirectsellers,thisstudywillformthetheoreticalbasisofthispaper.Secondly,accordi
4、ngtotheresearchpurpose,wewillpreparetheinterviewquestionnaire,collectcompetencecharacteristicsofdirectsellersinhealthcareproductsindustrybyusingthebehavioraleventinterviewmethod.Thenaccordingtothecollectionofcompetencycharacters,wewillpreparethecompetencyquest
5、ionnaire.Throughthequestionnairesurveyandsummarize,analysisandprocessingtheresultsofthequestionnairedata,wewillputforwardthreedimensionsand20itemsforthecompetencymodel,establishcompetenceindexsystemfordirectsellersinhealthcareproductsindustry.Next,bytheexperts
6、coringmethodandanalytichierarchyprocess,wewilldeterminetheweightsofcompetencyindicators,setupthecompetencymodelofdirectsellers.Afterwards,wewillapplythecompetencymodelistothefollowingfouraspects:selection,training,assessmentandcareerofdirectsellers,describethe
7、effectivenessofcompetencymodelfordirectsellersinhealthcareproductsindustry;Finally,wewillconcludethisresearch,pointoutthattheconclusionofthispaperandthedeficiencyoftheresearch,discusstheregardingproblems.Throughtheresearchofcompetencyfordirectsellersinthehealt
8、hcareproductsindustry,thispaperwilldeepenthecompetencytheoryinthefieldofdirectselling,provideatheoreticalbasisfordirectsellingenterprisestorealizeagoodhumanresourcemanagement.Thebu
