Competency Model Of The Sales Personnel In Third Party Logistics Enterprises Research

With the rapid development of third-party logistics industry, the competition between logistics enterprises is not only hardware and technology, more of a talent competition between enterprises, sales staff as the key personnel to improve their market share and to gain a competitive advantage, often responsible for the"military vanguard"and"pionner"role in the enterprise. For enterprises, how to recruitment, selection and training the logistics sales talent has become the management priority of highly qualified human resources, sales competency model of third-party logistics companies to be build, it will provide specific guidance reference for sales personnel selection, training and assessment, it has important theoretical and practical significance.Based on relevant theories, this paper expounds, analyzes and summs up on the the current situation of the stuff. And on the basis of literature through collecting, sorting and analyzing, we refine out of the third party logistics enterprise sales personnel competence characteristics, then through the interview, further factor is added. According to the characteristics of questionnaire elements, we select the enterprises in Hangzhou and Huzhou as our Research objects to release questionnaires。Firstly, we use the factor analysis method to study the quantitatively, extract the core competence characteristics. Secondly, we use ahp to check the weight of various core competence characteristics of the whole. Thirdly, we can easily construct competence character models of the third party logistics enterprise sales personnel. Finally, by using BP neural network method to analize the model, we can establish the recruitment and training system model, in order to realize the management and evaluation of logistics enterprise sales personnel.