Design on Competency Index System of Huansu Motor Sales Personnel
- Lihong Han, Yu Zhao
- Corresponding Author
- Lihong Han
Available Online July 2015.
- https://doi.org/10.2991/lemcs-15.2015.22How to use a DOI?
- Post competency; Behavioral event interview; Interview outline; Competency model; Competency index system
- 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.
- Open Access
- This is an open access article distributed under the CC BY-NC license.
Cite this article
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 - International Conference on Logistics Engineering, Management and Computer Science (LEMCS 2015) PB - Atlantis Press SN - 1951-6851 UR - https://doi.org/10.2991/lemcs-15.2015.22 DO - https://doi.org/10.2991/lemcs-15.2015.22 ID - Han2015/07 ER -