Research On Competence Model And Its Relationship With Performance Of Salesman Of Real Estate Industry

With a series of dramatic changes of real estate in our country, the government macroeconomic regulation and control become more stronger, various economic affordable housing is constructing and the consumer mentality matures, All those reasons make the competition of real estate industry fiercely, Because sales staff is the direct creator of corporate profits,, finding good sales staff is the main method to solve the grim situation of the real estate industry. On the basis of the depth analysis of the competency and its relationship with performance both in China and abroad and taking the sales staff of the real estate enterprises as the research object, this paper makes the empirical exploration and research by using the methods of documentary research, behavioral event interview and questionnaire survey respectively. This paper constructs the competency model which is required to achieve the excellent performance by combining the theoretical and empirical methods and then explores the relationship between competency and performance of the sales staff in real estate enterprise.Research results show that the real estate enterprise sales personnel competency model is established, including four dimensions and 22 competence elements. In addition, this paper explores the research on real estate enterprise sales personnel relationship between competence and performance, and introduces the real estate enterprise human resource policies as regulate variables, The result show that the real estate enterprise sales staff four competency dimensions and two performance dimensions have positive correlation, each competency dimension has prediction effect on each performance dimension,competency of each dimension can distinguish between high and low performance staff and human resources policy of real estate enterprise play a regulatory role in sales personnel relationship between competence and performanceFinally, put forward some suggestions to enterprises. For example, the real estate enterprise sales personnel competence improvement measures, improvement measures of real estate sales staff performance and improvement measures of sales staff human resources policies...