北大讲义《如何设计年度培训计划与预算方案》.ppt

* * * * * * 为什么 如何做 * 员工 参加培训课程 培训日期 * 您的员工 参加培训课程 培训日期 * * * * * * * 上述所有培训相关信息均要放入公司的网上培训资料库中 * 员工只可以查看到自己的信息，而无权查看别人的信息；部门经理可查看自己所属员工的信息。 * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * 解释：知识－技能 技能：Do or Practice 知识：Information * 用flipchart,写出来or用透明ppt（现场列出最好） * * * * * 实践证明，人们用自己最喜欢的方式学习，学得最好！ * 可以看到什么？张静更愿意从实践中学 * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * The backbone of the scheme is the Competency Ladder. The bulk of the slaes population will be in level1 to 4 and 4 is the Sales Professional level which every Sales should aspire to be. Progression from 1 to 4 is through attainment of relevant competency degree of ability , not job tied. Progression from 4 to5 is through both competency and available quota (not job tied) for level 5. 5 is the preparatory level and from here it either branches to sales managerial role or key account management. Progression from 5 to8 is through both attainment of competency and available vacancy.It is to be noted that the no. of level and vacancy in each level is dependent on situation in each OU. * There are 12 competencies articulated by the Group for commercial salesforce which are broadly banded into knowledge,skills and behaviour types. In phase one, we talked about the 12 in a broad sense. The details of each are now available in the Sales Competency Booklet. Within each competency, there are various degree of ability to be achieved for each level of the Ladder.For instance in level 4, Sales Professional, the degree of ability to be achieved for each competency is (refer to next chart). * The general entry standard on degree of ability for level 4 (Sales Professional) is at the “can do” stage because Sales Professional are supposed to be independent. The exceptions are in areas to do with supervisory roles (like coaching) or with team managment. This is therefore the profile we expect of Sales Professional in Shell commerc