Dissertation > Economic > Economic planning and management > Economic calculation, economic and mathematical methods > Economic and mathematical methods

Competency Model - based sales talent assessment study

Author XuShaSha
Tutor MengXiaoLian
School Nanjing University of Technology and Engineering
Course Management Science and Engineering
Keywords Human Resources Competency Marketing personnel Quality Testing Model Suning Appliance Group
CLC F274;F224
Type Master's thesis
Year 2010
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Several years, with the deepening of the disciplines of modern psychology, human resources management, marketing and education, competency concerns its series of research, the business community have also competency as selection, appraisal, sales staff, technical staff even an important indicator of the company's senior management. From the country at this stage for the results achieved in the research areas of sales personnel competency of view, in line with China's national conditions, the effective application of the results of the sales talent assessment is rare. Therefore, the problem of how to get both in line with China's national conditions and effective sales talent evaluation, assessment methods, it is really worth to continue to further expand the in-depth study. This article is based on the understanding of the concept and understanding of the main research achievements at home and abroad, and at the same time in the fusion of the many research methods, under the premise of the competency model, focus on the study of the home appliance industry sales personnel competency evaluation index system, based on domestic well-known appliance sales business - Suning Appliance Group, its sales staff competency indicators empirical analysis. This article focuses on using questionnaires and depth interviews to obtain information competency evaluation and processing of the information obtained on the basis of quantitative analysis using SPSS13.0 and Mathematic software necessary mathematical analysis accordingly build Suning sales the personnel competency model, and on this basis to try to form a quality evaluation model. In addition, the article also uses the method of qualitative analysis to model whether it is reasonable to be tested, the purpose is that it provides an effective way through this article to explore and study the selection and training of the sales staff for household electrical appliance enterprises. The research results show that the established quality evaluation form can provide valid and reliable data base for Suning Appliance Group, marketing, human resources management, as an important reference, not only can reduce the cost of Suning selection and training of sales personnel, and You can also enable the evaluation to be able to clearly recognize the conditions and compliance and competent Suning appliance marketing positions, and also able to be evaluation of the person's own career planning to play a key role in guiding. The results of this research mainly Suning Appliance Group marketing staff competency model and the quality of the evaluation of mathematical models and Suning Appliance Group sales staff quality evaluation model based on competency indicators elements given targeted.

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