Study Of Competency-based Sales Team Building

Entering into the new century, as the economics of market’s rapid develop-ment, retail and household appliances industry further increases its paces, leadingto increasing competition, teamwork as a modern flexible and efficient form oforganization, whose success of building often makes the enterprise gain a longcompetitive advantage. But today, most household appliance retailers in theformation of the sales team often does not take into account the characteristics ofthe sales team itself, on the one hand, members of recruitment are concerning onlyabout such as candidates’ work experience、skill level or educational background,which however, results of the selection to the good performance rather than justthose who qualified, when put the sellers into a team, it often leads to badperformance caused by the escalating conflict in the team; On the other hand, whenencounter problems in the building of a sales team, team leader often deal withone question itself rather than propose a overall solution, therefore, this articledesigns a method based on team competency to setting up a systematic frameworkfor the team building problems’ solution.First of all, I discuss the competency and team theory in detail, expoundrespectively its concepts, research methods and applications in various fields, andpoint out that the selection based on competency plays a vital role in creating highperformance in the household appliance retail team, then construct the initialindicators system of team sales manager and sales workers based on the literatureanalysis, next, through the design of questionnaires and statistical analysis, Isummarize the necessary competency in actual sales, at the same time, furtheramend to the initial competency indicators by combining with team role theory,improving from both theory and practice the competency indicators of householdappliance retail team members, then form indicators system through rotating factors and further elaborate the indicators system.Second, for the question of competency using in practice may cause sub-jectivity and different evolutional standards, this paper sets an integratedimprovement method combined with BP neural network, fuzzy comprehensiveevaluation method and analytic hierarchy process. First of all, AHP is used toestablish the initial weight, second, fuzzy comprehensive evaluation method is usedto determine the desired output value, third, input the standardized sample valuesand the output value to the BP neural network for neural network training, and thefinal, evaluate the sales manager and sales workers candidates with the trainedneural network, the comprehensive evaluation results is used for personnelselection. This method not only weaken the evaluation of human factors, but alsowith highly intelligent, adaptive and self-learning features, and can be continuouslyoptimized in actual recruitment process.Third, this paper makes programming under the software platform of MatlabR2008α for BP neural network training and simulation, and uses it for the actualrecruitment of Suning enterprise’s "sales blitz team", demonstrates the completeprocess of enterprise sales team members selection based on competency.Finally, after selecting team members, this paper designs a set of norms for theteam building process and use harmony theory to recognize a series of problems ofwhich, and then gives suggestions about team-building problems under the harmonyframework by using dual-rule system of "Heze" and " Xieze ", meanwhile, still takesSuning enterprise for example, summarizes its team’s harmonious integratedsolutions in building and start-up term, so as to provide teams-building referencefor the household appliances enterprise.