中國大陸的十一五經濟計劃從2005年~2010年期間，水泥產業之固定資產投資，由2005年的1144億人民幣成長到2010年的6625億人民幣，此投資效應持續使產業成長快速，對特殊耐磨鋼材在水泥產業之應用，需求量持續擴張，而需提供全方位耐磨方案給水泥產業之銷售工程師之需求也日益高漲。
中國大陸2011年特殊耐磨鋼材之適用產業也從水泥產業持續擴張到煉鋼業、採礦業及火力發電業。而水泥產業之行銷模式，由以設備商為主的B2B模式，轉變為以水泥廠為主的B2C模式。不管是特殊耐磨鋼材之適用產業範圍擴大或是水泥產業之行銷模式改變，對於特殊耐磨鋼材業的銷售工程師需求，日愈殷切。
儘管特殊耐磨鋼材業之產業結構改變，適用範圍擴大，對於銷售工程師之需求如此殷切，在過去並無相關研究進行探討，如何招募到適當質量之銷售工程師。
本研究的目的在於透過行銷4P之運作模式，藉以提升銷售工程師之招募效果。
本研究首先針對企業行銷、內部行銷、員工招募及中國大陸特殊耐磨鋼材業之文獻進行探討，接著簡介中國大陸特殊耐磨鋼材業在銷售工程師招募所遭遇之議題。
本研究特針對銷售工程師之招募所面臨之議題、解決過程分為四個階段加以陳述，分別是醞釀期、規劃期、執行期及驗收期。並回顧每個階段所面臨之問題與解決方法。本研究也將對已錄用之銷售工程師進行深度訪談，用以驗證此行銷模式對銷售工程師招募之影響程度。
最後，本研究結論將對求職者與求才者如何能達到速配之行銷模式，提供不同產業之人力資源部門作為規劃之參考，也對於不同行銷通路，如網路社群之銷售工程師招募，提供参考之依據。

The Eleventh Five-year plan of China started since 2006 to 2010. The fixed assets investment of cement industry grew by 114.4 billion RMB in 2005 to 662.5 billion RMB in 2010. This investment effect is continuously making industry rapidly grows, and expand the demand of using special wear-resisting steel in cement industry. Also, the needs of sales engineers who need to provide a full range of wear resisting project is rising.
In 2011, the applicable industry of special wear-resisting steel continuously expanded from cement industry into steelmaking, mining and thermal power industry. The marketing model of cement industry changed from the B2B model based on the equipment manufacturers into the B2C model based on the cement plant. Both the expansion of the applicable industry of special wear-resisting steel and the change of cement industry’s marketing model cause the increasing needs of sales engineers in special wear-resisting steel industry.
Even though such a large need of sales engineers which because the industrial structure of special wear-resisting steel has changed and the scope of application expands. There was no related research to explore how to recruit appropriate quality sales engineers.
The purpose of this study is to raise the recruitment effect of sales engineers through the operation of the 4P model in marketing.
In the first of this study, we explore the documents of corporate marketing, internal marketing, employee recruitment and special wear-resisting steel industry in China. Then, briefly introduce the issues which the special wear-resisting steel industry in China encountered while recruiting sales engineers.
In this study, the issues and the solution process of recruiting sales engineers are divided into four stages which are the gestation period, the planning period, the implementation period and the acceptance period to be stated. This study will also deeply interview the accepted sales engineers to verify the impact of this marketing model to the sales engineers.
In the end of this study, the conclusion will provide a planning reference about how the job seekers and the recruiters match the marketing mode for the human resource department in different industries, and also provide the basis of the reference to different marketing channels such as sales engineers recruitment of Internet community.

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