Abstract
This study conducted competency modeling on sales representatives from a domestic A security company who perform both management and sales tasks, in response to the society's demand for versatile talents who can fulfill various roles. Drawing upon the Power Model of the Education Planning Process Model (EPP) developed by Hewlett-Packard(HP) and Spencer&Spencer's(1993) competency model for sales and management positions, a pool of competencies was identified. Through expert panel discussions and the utilization of McClelland's(1973) Behavior Event Interview (BEI), a final set of 13 competencies and 86 performance outcomes were determined.
 These findings provide guidance when analyzing competencies for job roles that require expansion or a combination of responsibilities. Additionally, they contribute to the direction of what competencies sales representatives who perform diverse roles should possess and develop in the future. The study is noteworthy for its application of the EPP model, which incorporates various research techniques such as expert panel discussions, high-performer interviews, and surveys, focusing on the expertise and success stories of high performers. Furthermore, the study enhances its theoretical reliability by combining the traditional overlay method of Dubois(1993) and the BEI technique of McClelland(1973).
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