Research On Training Administration Of The Salesmen Of FC Enterprises Based On Competency Model

In the increasingly saturated market,competition between major auto companies is fierce day by day.In the time of knowledge,faced with competition we all know that Man is the most decisive force in productivity.The competitiveness of the enterprise is reflected not only in cost,product and brand,but also in the overall quality of the sales personnel who are in close contact with the market and customers.We must fully mobilize the enthusiasm and creativity of our employees,especially thefirst-line sales personnel.Besides,we musttrain them in generic and professional skills to support them to improve their performance.As a self-owned vehicle brand,FC is no exception.Sohow to identify the weakness of sales personnel ability,carry out targeted and efficient training,improve the overall quality of sales personnel of FC to improve the sales performance is very important.Relying on business management practices,we use many research methods such as constitutes document research,questionnaire survey,personal interview,as well as some theories like Competency models and enterprise training.Besides,combined with the actual situation of FC company and the characteristics of sales position,we multi-dimensional analyzeFCcompany sales personnel,training status and existing problems.Finally,we build up the model of competency of sales personnel,which has six core competencies: on the job development,problem solving capacity,ambitions,sense of responsibility,training and coaching ability and VIP client development.Relying on the model,we analyze training needs,and figure out four core competencies(on the job development,problem solving capacity,sense of responsibility,training and coaching ability)which have a larger gap between the model and the fact.We design training plans and courses specifically,and assess the impact of training after training.The training based on the model lay the groundwork for the establishing and optimizing of thetraining system for sales personnel,and give us a way to improve the overall quality of sales personnel to support the achievement of the corporate strategic objectives.