Analysis And Countermeasures Of U Company Logistics Enterprise Sales Personnel Loss

Sustained growing Chinese macro-economy provides International Express Industry with a solid economy foundation. Promising express market offers International Express Industry all infinite potential for future development. Therefore, express industry is increasing investments in China to meet the growing market demand. However, it is severely impacted under enormous pressure when facing with sales people reduction issue.As the greatest express company, U company acknowledged that logistics competition among enterprises is not only the hardware facilities and technology competition. Talents competition becomes the key point. We often say that "pioneer" and "market the Portland trail blazers," mean good sales personnel. Sales are playing an important role. The enterprise is concerned, the sales team selection, training, incentive, those are the logistics industry human resources department work priorities. Construct the third party logistics enterprise sales staff competency model for the sales personnel selection, training, and evaluation provide detailed guidance and reference for the tool, it has important theoretical and realistic significance. In this paper, the correlation theory literature carried on thoroughly the discussion, this paper expounds the home and abroad about the third party logistics enterprise sales personnel management status, and current situation of the study data collection and analysis, and based on this, through the literature material collection, collation, and analysis of, refining out of the international logistics enterprise sales staff competencies elements, and through and excellent sales staff repeatedly talk, email communication, further supplementary correction and added some profession characteristic elements. According to these elements design questionnaire. Through the form of questionnaire to U company sales staff survey, and using questionnaire results quantitatively analysis research, extracted the core competencies elements, giving out U company sales personnel loss serious situation countermeasures. This paper using the hierarchy of needs, etc, to determine the weight of each core competencies, construct the logistics enterprise sales staff competencies model.The paper will come up with an integrated sales resource management strategy of U company, which hopefully will provide reference and help for U company development in China.