Study On The Competency Model Of The Sales Staff Of The Real Estate Enterprise

With the booming development of China real estate industry, the demand forprofessionals is becoming increasingly urgent. To have high quality professional talents, itwill enable companies to gain a good position in the competition, and promote theaccelerated development of the enterprise in the fierce competition. Sales, as an industryindispensable positions, are especially important because of their special role in thetransformation process of real estate value.Domestic scholars on the Competency Model areas of research focused on traditionalindustries such as machinery manufacturing and IT, finance, insurance and other emergingindustries. Although some researchers had studied on the Competency Model of the salesstaff, the study did not consider the industry differences which may impact on thecompetence characteristics. This paper aimed to build up competent model of sales staff ofreal estate enterprises through research and exploration. By using this tool, we try to solve theproblems existed in human resources management of the real estate companies, such asrecruitment, training, career development and other aspects.On the basis of domestic and foreign scholars on the competency model of academicresearch, this paper selected the sales staff in Company D of Group Y of as a research object.By using interviews and questionnaires, the Competency Model of the sales staff was set up.Through the application of the model, we found out that there had been some problems lyingin human resources management of D Company, such as sales staff low recruitment hiringratio, the high turnover rate, low matching level and short career development for the salesstaff. The reason is lack of reseach for the competent application of the competency of thesale staff and no effective management tools is found in practice. Some recommedations forthe management improvement is given as the conclusion.