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    Title: What is professional? An experiential learning theory perspective of sales engineer competencies in the semiconductor industry
    Authors: Niu, Han-Jen;Wang, Yau-De
    Contributors: 淡江大學管理科學學系
    Keywords: Sales engineer;competency;experiential learning;semiconductor industry
    Date: 2011-03-01
    Issue Date: 2014-03-12 16:37:49 (UTC+8)
    Publisher: Victoria Island: Academic Journals
    Abstract: The position of sales engineer is an important and specialized job in the high-tech industry. Sales engineers are responsible for getting orders from clients, which is critical for a firm's survival. In order to complete his or her job targets, a sales engineer needs two abilities - technical knowledge and interpersonal skills. This study focuses on the semiconductor industry and examines by job analysis, the competency of sales engineers using the experiential learning theory. The study found fourteen abilities, including judgment, networking, relationship building and maintaining etc., are necessary for this kind of work. Three personality traits, namely goal orientation, initiation, and service orientation are also required. Comparatively, the required abilities and personality traits vary across streams in the industry, with "relationship building" being the most important ability. This exploratory study can provide new ideas for research and a useful practical direction for the selection and training of sales engineers.
    Relation: African Journal of Business Management 5(5), pp. 1734-1748
    DOI: 10.5897/AJBM10.682
    Appears in Collections:[管理科學學系暨研究所] 期刊論文

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