Design on Competency Index System of Huansu Motor Sales Personnel

DOI

10.2991/lemcs-15.2015.22How to use a DOI?

Keywords

Post competency; Behavioral event interview; Interview outline; Competency model; Competency index system

Abstract

Enterprises should not only be regarded as the combination of products and services, it also should be the combination of capabilities. Sales staff's capacity and quality directly relate to "lifeline" of an enterprise. The paper focuses on the practical sales work of Beijing Automotive Huansu auto in Sichuan province and obtains relevant post competency information of the sales staff through behavioral event interview and questionnaire survey methods. On the basis of fully utilizing McClelland sales competency model, the paper designs sales employees’ competency index system through effectively devising interview outline and questionnaire, finishing records and coding, data analysis and finishing steps etc., in order to provide reference value to select outstanding sales staff and predict their performance.

Copyright

© 2015, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Lihong Han
AU  - Yu Zhao
PY  - 2015/07
DA  - 2015/07
TI  - Design on Competency Index System of Huansu Motor Sales Personnel
BT  - Proceedings of the International Conference on Logistics, Engineering, Management and Computer Science
PB  - Atlantis Press
SP  - 111
EP  - 117
SN  - 1951-6851
UR  - https://doi.org/10.2991/lemcs-15.2015.22
DO  - 10.2991/lemcs-15.2015.22
ID  - Han2015/07
ER  -