基于胜任力模型的RX房地产公司销售经理培训研究-人力资源管理专业论文.docxVIP

摘要 摘要 摘 要 在知识经济时代，培训与发展成了组织获取持续竞争优势的人力资源保障， 对于我国房地产企业来说也不例外。当前阶段，宏观环境的改变给房地产市场带 来了较大的压力，如国家对房地产的调控加强，土地供应、金融信贷和房屋销售 等政策都使得房地产市场面临的问题加剧。在这种情况下，想提升房地产市场业 绩，扭转外在环境的不利影响就必须发挥房地产企业或公司内部的优势，尤其是 人力资源优势。销售经理作为房产公司直接参与市场竞争的核心人才，起着联系 内外环境、改善公司业绩、维持公司财务正常运转的重要责任，是实现房地产产 品销售及其功能的重要载体，直接关系到企业的社会形象、公司的兴衰成败。因 此，提升销售经理胜任力对企业发展具有非常重要的意义。 本文在文献分析的基础上，综述了前人有关胜任力的构成要素和胜任力其他 方面的研究成果，同时结合房地产公司的自身发展战略、岗位职责设定、当前国 内房地产市场发展的状况等内容构建了房地产公司销售经理胜任力模型，其维度 包含综合能力、内在驱动力、管理能力和个性特征等四个方面；之后，我们在实 践调研的基础上明晰了 RX 房产公司销售经理的胜任力现状，分析了 RX 公司销售 经理在胜任力方面存在的不足，归纳出其所需改善的因素，进一步提出了 RX 房 产公司的培训需求及其规划等。 关键词: 销售经理 培训需求分析 胜任力 房地产行业 I 华侨大 华侨大学硕士学位论文 Abstract In the era of knowledge economy, training and development has become the foundation of an organization to obtain sustainable competitive advantage of human resources, real estate business is no exception. At present，the change of macro environment brought great pressure to the real estate market, such as the national regulation to strengthen real estate, land supply, financial credit and housing sales policy.In order to promote the real estate market performance, reverse the negative impact of the external environment，we have to take the advantages of strength of the company, especially the human resource advantage.As a key talent of the real estate company, sales manager directly involved in market competition and is an important carrier to achieve sales performance, and also directly related to corporate social image as well as the companys success or failure. Based on the literature analysis, draw on previous research results, combine with the real estate companys own development strategies, job responsibilities ， environment and other content set constructed by real estate company marketing manager competency model，including comprehensive ability, and internal driving force, management ability and personality.After that make it clear the basis situation of marketing managers’ competency , and further proposed RX estate companys training needs