Sunny公司销售人员胜任力模型及其在招聘测评体系中的应用-工商管理专业论文.docxVIP

I I 摘 要 21 世纪在世界经济全球化发展的趋势下，市场竞争重点已经从资源的竞争发 展到人力资源的竞争。而岗位胜任力模型从提出到现在，已经广泛应用于人力资 源管理实务领域和咨询领域，为企业人才招聘、培训、绩效考核提供了有效的支 持，许多国内大企业也已经开发和建立属于自己的岗位胜任力模型并作为有效的 工具应用于人力资源管理体系。 本文首先介绍了研究背景与目的，接着对胜任力理论和胜任力模型的兴起和 发展进行了简要的回顾，并介绍了一些胜任力模型构建的基本方法。然后以电子 元器件分销商 Sunny 公司为例，以销售人员为研究对象，采用行为事件访谈法方 法，建立了销售人员的岗位胜任力模型。该模型包括了绩优销售人员的 13 个胜任 力特征：专业知识技能、工作经验、搜集信息与跟进、客户建立和维护关系、客 户服务导向、团结合作、情绪管理、学习与思维能力、人际沟通能力、自我激励、 工作目标、诚信、自信。最后，本文将此胜任力模型应用到了 sunny 公司的人才招 聘中，使该模型在实践中得到验证。 本文从实际出发，探讨我国企业在经济全球化趋势之下的激烈竞争时代要获 得生存发展的竞争优势，应如何有效建立并不断完善企业的胜任力模型，使之在 适合企业自身发展的基础上，还能为企业的进一步发展，做好的充足的人力资源 储备。 关键词：胜任力，胜任力模型，销售人员，招聘 II II Abstract With the economic trends of globalization, the focus of market competition has developed from resources to human resources, since the competence model was put forward, it has been widely used in the field of human resources management and consulting about management and support the enterprise personnel recruitment, training, performance appraisal effectively. Many domestic companies have already developed and build up their own competency model and used it as an effective tool for human resources management system. First of all, this paper introduces the research background and objectives；Second of all, reviews the rise and development of the competence theory and competency models briefly and describes some of the basic competency modeling approach. Then, Based Sunny enterprise as an example, we establish the competency model of the sales staff by studying the sales staff and using behavioral event interview method (BEI), thirteen competencies an excellent sales man should possess are: Professional skills, Work experience in related industries, Information seeking and follow-up , Integrity, customer service orientation ,Teamwork and cooperation, Self-confidence, Self-motivated, Objectives ,Emotional management, Learning and thinking skills, Interpersonal communication skills, Establishing and maintaining customer relationships. Finally, we apply this competency model in the sunny co