The Redesigning Of Sales Consultants Training System For HM Distributor

As the prosperity of the economy,it brings not only the infinite opportunities for all walks of life but also tremendous challenges.During this reformation,the automotive industry has also been experiencing the baptism.Distributors are under tremendous pressure with the fluctuations in policy and the appearance of the new marketing pattern.In this situation,how to build a practical and effective distributor training system to help them improve has become the most important.HM belongs to the relatively poor domestic automobile brands,mainly produces low and medium grade vehicles,has experienced brand reorganization for many times and is in the transition period.At present,it is in the period of transformation,so it is urgent to adjust the distributor training system.The sales consultants are usually the one which customers meet for the first time.It is very important for the development of automobile brand to cultivate sales consultants for HM.This paper will take HM as the research object and the sales consultants as the breakthrough point to study the training system which is designed by manufacturer for distributors.In this paper,when researching the redesigning the training system for HM sales consultants,the current training system is analyzed systematically based on the existing data of the training system.Though all the analysis,it is found that there are some problems in the current training system,such as a lack of training demands survey,poor practicability of courses,lack of systematic management,inadequate resources of lecturers,and unreasonable evaluation.The main reasons for these problems include the unreasonable setting of KPI which emphasis on execution rather than analysis,the requirement of bidding price evaluation ratio limits the quality of training suppliers and lack of management documents etc.The next,this paper come up with the scheme and process of the redesigning of HM training system for sales consultants according to the process of training demands analysis designing,training course system designing,training lecturer system designing,training implementation system designing and training result evaluation system designing.The first,consider the WeChat Platform questionnaire survey and personnel interviews as the main research methods,make a survey of sales consultants,internal trainers and sales department manager to obtain the training demands of sales consultants.The second,in view of above analysis results of training demands,taking HM sales consultants’ entry years as classification criteria,set required course content for different one.We should make development process for the courses that HM does not have then establish the courseware database,and update the courseware database constantly based on DACUM.The third,training lecturer system is constructed from three aspects:the management of external lecturers,the training of internal lecturers in HM and the certification of internal trainers in distributors.The fourth,this paper sets up the details of the training implementation system by taking timeline of training implementation as a clue,and then puts forward a scheme to reduce the rent by renting a meeting room of distributors instead of renting one from a hotel.The fifth,to design the training evaluation system guided by the Kirkpatrick Model including reaction,learning,behavior,results.Finally,puts forward the safeguard measures of redesigning the training system of sales consultants from three aspects:system guarantee,organization guarantee and mechanism guarantee.