| With the market under pressure from macroeconomic influences,although the Chinese real estate market is thriving on the surface,the actual growth rate and transaction volume have been declining year by year.In particular,the main force of consumption is younger,buying a house is no longer the rigid needs of every family,and the phenomenon of product "homogenization" is also increasingly aggravated.Under the more and more fierce sales competition,the occupation of property consultant arises at the historic moment.As the communicators of the needs of buyers and sellers,they should not only inform the buyers of the real estate information in detail and accurately,but also dig the real needs of buyers in depth and accurately push information to them,so as to reach an agreement between buyers and sellers and achieve win-win or multi-win.Therefore,the ability of career counselors greatly determines whether the transaction is successful,and improving the ability and quality of career counselors is also an important part of real estate sales.Taking DC Company as an example,this paper will build a competency model from three aspects: enterprise organization,post personnel and task characteristics.Firstly,the literature review method extensively collects and sorts out the competency elements of property consultants of similar real estate companies,and summarizes the similarities and differences.At the same time,in order to better fit the development strategy and corporate culture of the company,we conducted field interviews with senior management personnel of the sales department and experienced top real estate consultants who recognized the corporate culture to preliminarily extract the competency characteristics of the company’s real estate consultants,and invited experts and senior managers of the company to verify the rationality of the selection of competency characteristics.Finally completed DC company property consultant post competency model.After the construction of the model,the training status and satisfaction questionnaire were distributed to the real estate consultants of the company,and the current situation of the real estate consultants of DC commercial company was analyzed against the model,and the deficiencies of the existing training system were analyzed.Finally,based on the analysis of the model,the specific optimization scheme is put forward for the enterprise real estate consultant training system from the aspects of system,course level,operation method and so on,and further safeguard measures are put forward for the implementation of the optimized training system.This case study is expected to provide useful reference for the training program of the company or related real estate companies. |
