上海煜朗电子有限公司音响销售人员胜任力模型构建

发布时间：2018-07-11 14:28

本文选题：音响销售人员 + 胜任力　；参考：《上海交通大学》2013年硕士论文

【摘要】：随着人民生活水平不断提高,文化娱乐事业进一步发展,音响产品的消费潜力巨大,音响行业正处于快速成长期。在音响销售公司中,掌握着大量客户的销售人员是最重要的资源。对公司来说,音响销售人员是否适应市场竞争的需要,是否具备胜任工作的能力,这是公司能够发展和成功的关键。同时,对于音响销售人员来说,为了最大限度地实现自身价值,谋求更好的发展,销售人员需要对自身能力做出准确判断。胜任力理论为解决这些问题的提供了较好的途径。本文应用胜任力理论,针对音响销售人员胜任力,展开科学系统的研究。全文以心理学、管理学、和胜任力理论为依托,利用统计分析方法,开展音响销售人员胜任力的研究,以期构建音响销售人员胜任力模型并探寻和分析胜任力模型如何在实际中加以应用。本文采用关键事件访谈和探索性因子分析等实证分析方法得出音响销售人员胜任力模型。研究发现音响销售人员胜任力模型包括5个维度16个胜任特征。这5个维度为:沟通表达、团队合作、专业知识与技能、关系建立与保持和业务导向。在音响销售人员胜任力模型中,沟通表达维度包含外部信息收集能力、信息表达能力、把握主题和善于观点论证4个胜任特征;团队合作维度由融入团队、冲突处理、信息共享和团队目标4个胜任特征构成;专业知识与技能维度由销售策划、产品理解力、分析思考能力和坚韧性识4个胜任特征构成;关系建立与保持维度由关系建立和关系保持2个胜任特构成;业务导向维度由业务分析和自我调整2个胜任特征构成。针对作者所在的工作单位(上海煜朗电子有限公司)的音响销售人员,论文提出了音响销售人员胜任力模型在员工胜任力评价、人才招聘、绩效评价和员工培训工作中的实际应用。
[Abstract]:With the continuous improvement of people's living standards and the further development of cultural and entertainment industry, the audio industry is in a period of rapid growth. In acoustics sales company, the salesperson who has a large number of customers is the most important resource. For the company, whether the sound sales personnel adapt to the needs of market competition, and whether they have the ability to do the job is the key to the development and success of the company. At the same time, for acoustics salespeople, in order to realize their own value to the maximum extent and to seek better development, the salespeople need to make an accurate judgment on their own ability. Competency theory provides a good way to solve these problems. Based on competence theory, this paper studies the scientific system of acoustics sales personnel competence. Based on the theories of psychology, management, and competence, and using the method of statistical analysis, the thesis carries out the research on the competence of sound salespeople. The purpose of this paper is to construct the competency model of sound salesman and to explore and analyze how the competency model can be applied in practice. In this paper, the critical event interview and exploratory factor analysis are used to analyze the competence of sound salespeople. The study found that the acoustics salesperson competency model includes 5 dimensions and 16 competencies. These five dimensions are: communication, teamwork, professional knowledge and skills, relationship building and maintenance, and business orientation. In the competency model of acoustics salespeople, the dimension of communication and expression includes the ability of external information collection, the ability of information expression, the ability to grasp the subject and the ability to demonstrate the competency, while the dimension of team cooperation is integrated into the team, and the conflict is dealt with. The four competencies of information sharing and team goal, the dimension of professional knowledge and skill are composed of sales planning, product comprehension, analytical thinking ability and tenacity. The dimension of relationship establishment and maintenance is composed of two special competencies of relationship establishment and relationship maintenance, while the business oriented dimension is composed of two competency characteristics: business analysis and self adjustment. Aiming at the acoustics sales personnel of the author's working unit (Shanghai Yulang Electronics Co., Ltd), the paper puts forward the model of acoustics salesperson's competence in evaluating the employee's competence and recruiting talents. Practical application of performance evaluation and employee training.
【学位授予单位】：上海交通大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F426.6

【相似文献】