HB房地产公司销售人员培训体系研究

发布时间：2018-04-11 11:34

本文选题：房地产公司 + 销售人员　；参考：《宁波大学》2017年硕士论文

【摘要】：国内房地产行业近几年发展十分迅速,作为日益重要的支柱型产业,竞争的激烈程度不容小觑,而房地产公司运营环节中的销售环节作为房地产公司实现高效业绩的至关重要的环节被逐渐重视起来。国内对于人力资本这一核心竞争力的重视也逐渐使得各公司对于销售人员培训的重视程度得到极大的提升。在这一宏观背景下,本文通过对人力资源培训相关理论的梳理,对HB房地产公司现有的销售人员培训现状进行了解并且通过对不同职位销售人员及客户的实地访谈进行问题分析,调查发现虽然HB公司对于销售人员培训较为重视,但是培训体系更新不及时,表现过于形式化,培训只是为了培训而培训,培训内容过于单一、枯燥,培训方式较为传统,并没有很好地与互联网技术相结合,很多销售人员表示培训效果欠佳。本文基于HB房地产公司实际情况,分别运用PDCA循环及销售人员培训规则对HB公司销售人员培训体系进行优化设计,并且简要分析房地产行业销售人员培训与其他行业的差异性,为其他行业销售人员培训提出意见和建议。
[Abstract]:The domestic real estate industry has developed very rapidly in recent years. As an increasingly important pillar industry, the intensity of competition cannot be underestimated.The sale of real estate companies as a key link to achieve efficient performance has been gradually attached importance to.Domestic attention to the core competitiveness of human capital also makes companies pay great attention to the training of sales personnel.In this macro background, this paper combs the related theories of human resource training,To understand the current situation of sales training in HB real estate company, and through the field interviews of sales personnel and customers in different positions, it is found that the HB company pays more attention to the training of sales personnel, although HB company pays more attention to the training of sales personnel.However, the training system is not updated in time, the performance is too formalized, the training is only for training, the training content is too single, boring, the training method is more traditional, and it is not well integrated with Internet technology.Many salespeople say the training is not working well.Based on the actual situation of HB real estate company, this paper makes use of PDCA cycle and training rules to optimize the training system of sales personnel of HB company, and briefly analyzes the difference between the training of sales personnel in real estate industry and other industries.Provide advice and suggestions for the training of sales personnel in other industries.
【学位授予单位】：宁波大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F299.233.4;F272.92

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