SH公司销售人员胜任力模型构建及其在招聘和员工发展中的应用

发布时间：2018-05-29 10:16

本文选题：胜任力 + 胜任力模型　；参考：《电子科技大学》2014年硕士论文

【摘要】：SH医药公司是一家已上市的大型国有医药企业,在中国的医药发展大潮中追波逐浪,不断发展,销售队伍日益壮大,SH公司的销售人员管理和很多同行一样,也面临销售队伍流动快,管理难,提升慢等问题。本篇论文着力分析研究企业现行销售人员管理的现状,分析可取之处,找到存在的问题,引入胜任力模型去芜存菁,提出适合企业自身的改进意见,提高企业销售人员管理模式,对企业的销售人员管理有很强的现实意义并具备可操作性。胜任力有两个方面特征:显性的和隐性的。显性特征涵盖:专业知识,各项技能。其特点是易于被后天改造与培养。隐性特征包涵:价值观,态度,自我形象,个性,动机等更深层次的个人内在因素,较难在后天培养和引导。胜任力模型正是根据胜任力的特征,通过对绩优的销售人员的研究分析列出多项必备能力,并进行描述,构建针对于销售人员这一职位的胜任力模型。SH公司在近年来逐步在销售人员甄选、培训过程中引入了胜任力理论,取得了一定收获,例如在销售管理人员甄选工作中,注重知识,技能方面的测试,突出考察应聘人员业务规划、分析判断、任务推动、沟通说服和人员培养能力等方面;在绩效考核中不再唯业绩论。基于胜任力模型的销售人员管理制度在实施过程中可以精准有效找到更适合企业的销售人才,针对性的培养与企业价值观相匹配的优秀人才,通过更有效、更合理的绩效制度和具有针对性、个性化的职业规划留住优秀人才,提升企业核心竞争力。
[Abstract]:SH Pharmaceutical Company is a large state-owned pharmaceutical company that has been listed on the market. It has followed the wave and continued to develop in the great tide of pharmaceutical development in China. The sales force is growing day by day, and the sales personnel management of SH Company is like that of many of its peers. Also faces the sales force flow fast, the management difficulty, the promotion slow and so on question. This paper focuses on the analysis of the current situation of enterprise sales personnel management, analyzes the advantages, finds out the existing problems, introduces the competency model to eliminate the problem, and puts forward some suggestions for the improvement of the enterprise itself. Improving the management mode of enterprise sales personnel has strong practical significance and maneuverability. Competence has two characteristics: dominant and implicit. Dominant features cover: professional knowledge, various skills. Its characteristic is that it is easy to be modified and cultivated. Implicit features include: values, attitudes, self-image, personality, motivation and other deeper personal internal factors, it is difficult to nurture and guide. Competency model is based on the characteristics of competency, through the research and analysis of the excellent salespeople list a number of essential competencies, and describe them. In recent years, SH Company has gradually introduced competency theory into the training process, for example, in the selection of sales managers. Pay attention to the test of knowledge and skill, examine the candidate's business planning, analysis and judgment, task drive, communication, persuasion and personnel training ability, etc., in the performance appraisal no longer only the theory of performance. The management system of sales personnel based on competency model can accurately and effectively find more suitable sales personnel in the process of implementation. More reasonable performance system and targeted, personalized career planning to retain outstanding personnel, enhance the core competitiveness of enterprises.
【学位授予单位】：电子科技大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.72

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