Proceedings of the International Conference on Logistics, Engineering, Management and Computer Science

Design on Competency Index System of Huansu Motor Sales Personnel

Authors
Lihong Han, Yu Zhao
Corresponding Author
Lihong Han
Available Online July 2015.
DOI
https://doi.org/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.
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This is an open access article distributed under the CC BY-NC license.

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Proceedings
International Conference on Logistics Engineering, Management and Computer Science (LEMCS 2015)
Part of series
Advances in Intelligent Systems Research
Publication Date
July 2015
ISBN
978-94-6252-102-5
ISSN
1951-6851
DOI
https://doi.org/10.2991/lemcs-15.2015.22How to use a DOI?
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  -