Research On The Optimization Of Training System For Salesperson Of Z Enterprises Based On Competency Model

In this paper,the salesperson training system of Z enterprise is selected as the research object,and the training system of salesperson is optimized and redesigned by constructing the competency model of Z enterprise.The case enterprise has been developing in China for more than ten years.In the process of constantly competing with the industry competitors,the enterprise actively responds to various changes and challenges,and realizes the constant increase of market share and sales scale,and grows into one of the "gazelle" enterprises in China’s biomedical industry.In order to achieve sustainable and healthy development in the increasingly standardized policy environment and increasingly fierce industry competition,Z enterprise continuously improves the comprehensive strength of salesperson through training,so as to achieve benign growth of sales performance.The personal ability of employees directly determines whether they can achieve the sales goals set by the department in a high standard.Therefore,the personal work skills,personality charm,cultural literacy and other aspects of employees will affect the sales work of enterprises.With the continuous expansion of Z’s sales team,the limitations of its current salesperson training system have also surfaced.How to improve the core competence and quality of salesperson by optimizing the training system has become an urgent problem to be solved by Z enterprise.This paper attempts to start with the construction of salesperson competency model,test and evaluate the competency of sales posts,and put forward improvement schemes combining with the competency.It is hoped that the research results can help similar enterprises optimize the training work and improve the comprehensive ability of employees,so as to realize the common development of enterprises and employees.The research approach :(1)Summarize relevant research on competency model and training system at home and abroad to lay a solid theoretical foundation for this study.(2)Based on the questionnaire survey,analyze the current training system of enterprises and put forward the existing problems.(3)Establish the competency model of salesperson in Z enterprise step by step,and verify the model through comparative analysis of excellent salesperson and ordinary salesperson to determine the rationality of the model.(4)Put forward optimization and improvement measures for training based on the construction of competency model.The research results:(1)Determined the Z enterprise salesperson competency core 12 qualities,namely:sharing,professional image,achievement desire,executive power,communication ability,judgment,responsibility,business knowledge,pressure resistance,drive,market analysis ability and negotiation ability,and build Z enterprise salesperson competency model.(2)Test and evaluate the job competency of the salesperson,find out the differences between the staff and the job competency,and suggest reducing the differences through learning and training,so that the staff can better meet the job competency level.(3)Based on this post competency model,the training system of salesperson in Z enterprise is optimized and improved from the aspects of training demand,training content,training method and training effect evaluation.(4)Grasp the real perception of competency of ordinary employees and excellent employees of Z Enterprise,which provides reference for retention of excellent employees from the aspect of competency cultivation and enriches the reference basis of enterprise human resource management.