The Research On The Construction Of Competency Model Of The Real Estate Sales In J Company

Competency management is one of the most important part of the human resources management system of the enterprise. Competency model is the most effective tool in human resource management which can let the human resources managers have a set of candidate method and candidate standard of enterprise strategic value. It is truly serve for the enterprises’ management goal, rather than for the department managers’ personal preference or the short-term goal of the department. The recruitment evaluation tools which is based on the model set up can get more approvement of operating department and the corporate leaders and can improve recruitment efficiency. In the process of training, the human resources department can also set the model as important indicators or target to put into the effective resources for personnel training.In the personnel promotion, the human resources department can put forward an effective evaluation basis for a better promotion of the enterprises’ sustainable development.Based on J, a small and medium-sized real estate development company as the research object, through the in-depth analysis of the problems arising from the sales personnel management, trying to establish a competency model for J company sales personnel.Through behavioral event interview (BEI) to determine the related characteristics of the sales personnel competency. What’s more, though the literature analysis and questionnaire investigation to determine and analyse the features of J company’s sales personnel competency, and has carried on the screening, finally determine the J company sales personnel competency model is professional qualities(professional knowledge, business skills), ability to work(information collecting ability, team cooperation spirit, clear job objectives, the ability to adapt), personality(self-confidence, self-control, integrity, integrity, serious and responsible work, responsibility), social ability (relationship establish and maintain, influence, crisis management, communication), the special quality (keen insight, achievement orientation, service consciousness, active). This five categories,20competence elements is enough for the J company’s sales personnel to qualify the current working.In this paper, the competency model is applied to the related modules of human resource management.