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论文编号：	6052
作者编号：	2120102634
上传时间：	2013/12/13 16:06:23
中文题目：	基于胜任力的T公司销售人员培训体系建设研究
英文题目：	Research on the construction of the sales staff training system based competency in T company
指导老师：	李亚
中文关键字：	胜任力；销售人员；培训
英文关键字：	competency; sales staff; training
中文摘要：	本文聚焦T公司，由历史悠久的国企改制为民营上市公司，在公司整体管理理念和管理思路上需要不断变革。面临激烈的市场竞争、市场的不断饱和以及中小型公司的不断崛起，市场价格竞争进一步激烈。如何能够继续保持并延续竞争优势，怎样才能使企业的产品在同行业的竞争中脱颖而出，保持行业领先地位和市场占有率，已成为企业今后发展的首要问题。从企业人才战略层面上来看，企业的竞争优势主要来源于公司的销售人员，不断提高销售人员的胜任力是企业长期关注的课题。而如何界定影响销售人员绩效的关键胜任力，如何建立科学的培训体系使销售人员的能力素质符合岗位胜任力要求成为企业研究的重点课题。本文的主要内容是通过理论学习，研究T公司现状提出基于胜任力的销售人员的培训体系。文章首先对国内外对培训和胜任力的相关文献研究进行归纳总结与系统阐述，规范本文的理论依据。在上述理论的基础上，本文分析了T公司的现状及对销售人员培训中存在的不足，并针对公司战略发展的需要，提出建立基于胜任力的销售人员培训体系。利用行为事件访谈法和专家讨论法的思想和方法，通过对绩效优秀者和绩效普通者访谈情况的汇总，总结出影响各层级销售人员绩效的主要胜任力要素。本文通过对比分析不同层级销售人员的胜任力要求和现状之间的差距，采用雷达图的方式进行对比分析，以此作为培训需求的基础数据。在此基础上进行培训体系设计。在对T公司的培训体系建设方面进行设定过程中，主要是从培训目标、培训课程设置与培训效果评估三方面入手。最后，对T公司销售人员培训体系的有效实施提出了具体的保障措施和建议。本文的创新和实用之处都在于公司的培训体系建设进行分析、调研与创新是根据T公司销售人员的岗位胜任力设定的。
英文摘要：	This article focuses on T Company, it has transformed from the historic restructuring of state-owned enterprises to private listed companies. In the company's overall management philosophy and management ideas, there are continuous changes needing to reform. Facing fierce competition in the market, it has accompanied continuously saturated markets and then the small and medium sized companies are trying to rise, at the same time, the market further come up with intense price competition. How can we continue to maintain and extend competitive advantage, and how to make the company's products stand out in the competition in the same industry to maintain industry leadership and market share, has become the most important issue for future business development. From a strategic perspective on corporate personnel, the enterprise’s competitive advantage comes mainly from the company's sales staff, and then it is the enterprise long-term concern to continuously improve the competence of the sales staff. It has become the focus of the study subjects on how to define the impact of key sales performance competency, at the same time, how to establish a scientific competency training system so that sales staff meets the competency requirements of the enterprise. The main contents of this paper is through the study of theory, and to do the research of T Company so that it can propose sales staff training system based on the competency. As for the article structure arrangement, firstly, in this article, the theory of the training and competency model at both home and abroad is systematically stated through referring to relevant literature both at home and abroad, and the theory basis of this article is disciplined. Based On this theory, this paper analyzes the current situation of T Company and the shortcomings of the training for sales staff, and the establishment of model based on the competency mode of sales staff training system has been proposed according to the needs of company development strategy. Major elements of competency that affect sales stuff’s performance at all levels are summarized by using behavioral event interview and expert discussion method, and collecting interview conditions of those whose performance are excellent and those whose performance are ordinary. As for the analysis of the sales staff training needs in T company, radar map method is taken to find the gap between target condition and current condition of sales stuff in T Company, and all these will be taken as the basic statistics as the training needs. Based on this, the article will carry on the design of the training system. During the process of research on sales staff training in T Company, it mainly begins from three aspects that is the training targets, training curriculum design and training effect evaluation. Finally, this article has come up with specific safeguards and recommendations focusing on the effective implementation of the company's sales personnel training. Innovative and practical of this paper lies at the company's training system for analysis, research and innovation is based on the competence T Company’s sales staff set.
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