This study aims to present the differentiating factors of B2B salesperson competency through comparing the suppliers and buyers in Korean steel industry in their perception on the importance and priority of B2B salesperson competency. Based on previous studies, analysis on B2B salesperson competency has been analyzed using the B2B salesperson performance competency measure factors and appropriately reorganizing them for better application to the steel industry. The required performance competencies of B2B salesperson can be categorized into 3 different types, namely social exchange competency, advisory sales competency, and skill & knowledge competency. AHP analysis was performed for analyzing the relative importance of B2B salesperson competency based on the factors of previous studies, in which categorization of the aforementioned types had been done. As the result, first, it has been confirmed that there is a difference in 1st layer main factors between the supplier group and buyer group. The supplier group valued the advisory sales competency, while the buyer group valued skill & knowledge competency. Second, it has been proved that there is same result of relative importance in 2nd detailed factors between the supplier group and buyer group. Both group confirmed that customer member, identify customer needs and communication skill are very important factors. Third, as the result of analysis on the gap between B2B salesperson competency of the suppliers and buyers, the gap in the product knowledge and sales team member need improvement for buyer’s satisfaction according to overall results of relative importance and priority. The steel supplier was able to develop B2B salesperson competency according to the buyers’ needs based on the result of this study, and furthermore it is expected that this study will be able to contribute to increase in buyer competitiveness through differentiation in B2B salesperson competency.

본 연구에서는 한국 항만과 연안해역 수로측량의 변천과 현황, 기존의 문제점을 살펴보고, 문헌연구와 해양선진국 수로측량 사례분석을 통해 잠정기준을 도출하였다. 그리고 전문가 집단에 대한 설문조사 및 분석을 통해 잠정기준의 우선순위와 상대적 중요도를 분석하였다. 연구의 결과, 주요 항만과 연안해역의 수로측량 우선순위로는 해저지형 변화, 해상교통량, 기존 수로측량 실적, 이해당사자 또는 이용자의 요구, 해양사고, 해양환경 및 생태자원 보존 등으로 나타났다. 이러한 기준의 우선순위에 따른 계량모형을 설정하여 한국 주요 무역항에 대한 수로측량 상대적 순위도 도출하였다. 본 연구가 제시한 정량적이고 과학적인 방법에 의한 수로측량의 필요성과 방향은 앞으로 한국 수로측량의 선진화와 해상교통안전의 확보에 기여할 것으로 기대된다.