| Founded in 1999,HT group earned its reputation in intelligent audio & video industry after 22 years development.With the coming of intelligent information era,the group embraces new opportunities as well as new challenges in its business development and internal management.The group’s project salesman position is a combination of sales and pre-sales tech support to meet strategic requirements of market expansion and customer service,it minimises the amount of front line employees and enhances employee efficiency.One of the most urgent problems facing the group’s strategical plan is how to enhance the overall comprehensive capability of its project salesmen.Talent strategy is the safeguard for implementation of enterprise strategies.In order for its employees to fit in the with work environment,build their career confidence and promote work efficiency,an enterprise needs to focus on its employee training and talent team building.Competence oriented training system has been widely practiced and recognised,and competence plays a more and more important role in promoting enterprise development.Researches on competence in foreign countries have formed a mature system,meanwhile most domestic researches on this have been enterprise specific and are based on our country’s current situations in building a competence model based training system which helps in employee training and enterprise management.This dissertation researches on the optimization of HT group’s competence model based training system for its project salesman team.The literature review,definitions and background theories sections introduce training system,job competences,training and job competences,Goldstein tri-element model,Iceberg model and KS3 PWH model,and composing elements for project salesman job competences;Co-creation model building method mixed with deduction and induction are employed in the research and it includes literature review,expert meeting,inductive generalization and questionnaire survey.Using Goldstein tri-element model,Iceberg model and KS3 PWH model,researches conducted on the current situations of HT group’s training of its project salesmen at organisational,task and personal levels reveals problems existed in its training system,and optimization propositions are made to the group.The main research achievements are as follows: Firstly,this research identifies existing problems in current training: at organisation level employees lacks thorough understanding of the group’s Double K strategy,mismatch between training and employee requirements,unclarity in full training flow;at task level training course arrangements mismatch,low training satisfaction level and low motivation level in training specialists;at personal level lack of support from the group in terms of funding,equipment and policy assurance.Secondly,completed a competence model for the project salesmen team.Highlighted 9 most pressing and performance-related competence elements out of 23 job competence elements for project salesman position that needs to be enhanced,and these 9elements includes product technology knowledge,project management,customer information acquirement,service capability,problem solving capability,performing capability,sense of responsibility,initiative and mental quality.Thirdly,optimization of HT group’s competence based training system for project salesmen in terms of training procedures,training specialists,training course system and training policy systems at organisation,task,and personal levels and safeguarding of its training system in terms of leadership,organisation culture,organisation structure and resource support.Fourthly,extended application of Goldstein tri-element model to the whole competence model optimization research makes the building of its training system more scientific.Optimized competence model based training system provides a complete solution to HT group’s project salesman training which is vital to the building of a high quality and competitive team of project salesmen for the group,it also provides important talent support for HT group’s strategy to go public. |
