一家外资公司销售人员的素质模型的构建.pdfVIP

摘 要 随着全球经济的飞速发展和科学技术的不断进步，企业面临的竞争也日趋 激烈，如何在这种环境下立于不败之地，是每个企业都必须面对的问题。企业 的核心竞争力是人才，而销售人才又是企业中面对市场竞争最为关键的人员， 是为企业实现价值的最重要的核心人物。要使企业经营水平不断提升，销售人 员所具备的素质要求也将越来越高。销售人员素质模型不仅关系到销售人员对 岗位素质的认识和职业发展的认同，而且也影响到企业营销人力资源的方方面 面。 论文在系统地梳理素质模型的有关理论和研究现状后，以 S 公司为例，通 过个案研究，详细介绍了该公司素质模型的应用现状，S国际学院的针对素质模 型的培训项目、应用的实施、应用之后对相关人员的访谈和调查问卷的发放。 发现该公司销售人员的素质模型构建所采用的是“预测检验法”，即将销售人员 的素质模型和公司的培训职能和其他管理职能相结合，通过对员工进行 S 国际 学院的培训，在每个阶段结束后采用 BEI 行为访谈的方法，将访谈的资料及素 质模型中所要求的销售人员的素质要项对应的行为特征作为员工培训的案例， 通过对未来行为的预测，来考察员工在未来工作中是否学以致用，并且确实比 原来有长足的进步。论文通过对问卷发放和相关人员的访谈，得出结论是：S 公司针对销售人员所构建的素质模型，以及后续的培训、绩效管理、进而增强 企业的核心竞争力、凝聚力是行之有效的。 关键词：素质；销售人员素质模型；培训；绩效管理 1 Abstract Accompany the increase of Global economic rapidly and the great progress of technology, all the enterprises is facing strong marketing competition. They should find the solution how to solve this problem and always successful. The core ability of compete of company is talent. The Sales is the key person of it who is working in the complicated marketing environment and contributed efforts to the company. For the interest of company, the Sales should have qualified their competency model. Since build up the competency model is not only for acknowledge of sales skill and personal career development but also influence the management of Human Resource for Salesmen. The paper first reviewed the theory and research status of competence model systematically. S company was the case study of this paper. It has introduced the application of competence model of sales of this company. The training programme of S International Academy was also presented. The interview and survey was submitted to the relevant sales manager regarding SPAI projec