房地产公司销售人员培训的体系再的设计.docVIP

摘 要 十多年来，我国房地产行业飞速发展，行业竞争日益激烈，这种竞争归根结底是体现在“人才”的竞争上。然而，近两年来随着政府对房地产行业的宏观调控政策步步紧缩，伴随着国际金融危机后的经济形势变化，房地产行业在大变革中面临着生存和发展的严峻考验。面对房地产行业人才紧缺的现状与不乐观的经济形势，如何才能拥有一支专业化人才队伍成为企业在这个时代背景下生存与发展成败的关键因素。而要拥有专业化的人才和科学有效的内部管理，保证整个公司的健康发展，这都需要通过培训来实现。如何运用这个能提升公司核心竞争力的重要手段——培训，对房地产公司的未来发展具有至关重要的现实意义。 本文在人力资源管理及企业培训等相关理论文献研究的基础上，首先通过对兴源房地产公司的战略规划、销售人员培训管理现状进行深入的实证研究分析，运用了关键人员访谈法、问卷调查法等方法，找出销售人员培训问题所在并进行了深入的分析；然后结合兴源房地产公司销售人员各岗位胜任力模型进行系统研究，确定了销售人员的培训需求；最后基于企业战略和销售人员岗位胜任力模型构建了兴源房地产公司销售人员培训体系。该培训体系包括培训组织管理、培训需求管理和培训实施反馈管理三个部分，并对培训体系的实施提出了保障需求，为兴源房地产公司销售人员培训管理提供了一个科学规范的操作平台。 关键词：房地产；培训体系；销售人员 ABSTACT Chinese real estate industry is developing rapidly over the decade, and the increasingly fierce competition of this industry is ultimately reflected in the “talent” in the competition. However, along with the steadily increased strictness on macroeconomic regulation and control policy of real estate industry the government is engaging in，accompanying the movement of the international economic situation after the financial crisis，the great changes in real estate industry confront with the ordeal of survival and development. In face of the lack of talent resources and the unoptimistic economic situation in the current real estate industry, how to be able to own a professional team of talents becomes vital factor that admit success or failure on survival and development of enterprises under the current background. Doubtlessly, training can help to achieve possessing a professional talent and scientific and effective internal management and ensure the healthy development of the whole company. How to utilize this vital mean, “Training”, of being power to enhance the companies core competitiveness in the real estate industry makes crucial practical significance to the future development of Real Estate Company. This article deeply analyzes the strategic planning, marketer human resource situation amid training management situation of “XINYUAN”. It combines with relative theory about management and