The Research On Competency Model Of Sales Staff In Children Sports Training Institutions

In recent years,as one of the important links in cultivating children,children's sports training has received widespread attention from the public.For the enterprises,the main force to turn potential customers into real customers is sales staff.Sales people play a vital role in the buying and selling process.The competence of sales staff is directly related to the ability to provide customers with satisfactory services,as well as the sales level and long-term development benefits of the enterprise.In the actual investigation,it was found that the sales staff of the children's sports training institutions were unable to bring due contributions to the enterprise and failed to provide customers with satisfactory services.Therefore,it is of great significance to explore the competency model of sales personnel in children's sports training institutions,clarify the constituent elements,clarify the relationship and structure between the elements,and find out the process and order of the elements.This paper uses the iceberg model as the theoretical basis,the theoretical construction and verification about the competence model of the sales staff in children's sports training institutions is carried out through the combination of qualitative research and quantitative research.Based on the literature review and practical investigation,the model hypotheses and the research hypotheses are proposed.The hypothesis model includes three constructs of professional knowledge,professional skills,and professional experience.The research hypotheses includes five aspects :(1)Professional knowledge,Professional skills,and Professional experience have a significant positive impact on competence.(2)Professional knowledge has a significant positive impact on Professional skills.(3)Professional knowledge has a significant positive impact on professional experience.(4)Professional skills have a significant positive impact on professional experience.(5)Professional knowledge affects Professional Experience and competence by Professional skills.This paper using research methods such as literature data method,questionnairesurvey method,mathematical statistics method,and SPSS23.0 and AMOS23.0software,to make a structural equation model of competence for sales staff in children's sports training institutions,and processed the survey data,such as exploring Factor analysis,path analysis,intermediary analysis,etc.,thereby verify the hypothesis,determine the structural equation model of competence of sales staff in children's sports training institutions,and clarify the relationship between competence,professional knowledge,professional skills and professional experience,and the role of each element Process and law.The conclusions of the study are as follows:First,the structural equation model of competence for sales staff in children's sports training institutions includes three constructs: professional knowledge,professional skills,and professional experience.professional knowledge,professional skills,and professional experience are related.Their "combined strength" can be regarded as competence.Second,the four constructs of the competency structure equation model for sales personnel of children's sports training institutions have a high degree of consistency,and professional knowledge,professional skills,and professional experience have a highly positive correlation with competence.There was a positive correlation among the three.Third,there is a causal relationship among professional knowledge,professional skills,and professional experience and competence.The contribution to aptitude is in order from professional skills,professional experience,and professional knowledge.Fourth,the three elements of the professional knowledge,professional skills,and professional experience of the salesperson competency model of children's sports training institutions can independently directly affect competence.Fifth,the three elements of the salesperson competency model for children's sports training institutions also have an indirect path to combine them in a certain time sequence and play a role in competence.Taking the professional knowledge as the starting point,the indirect path to play a role in competence is shown asprofessional knowledge ? professional skills ? competence,in which professional skills play an intermediary role.Sixth,there is an indirect path to the internal relationship among the three elements of the salesperson competency model for children's sports training institutions.Taking professional knowledge as a starting point,the indirect path to play a role in professional experience is shown as professional knowledge ?professional skills ? professional experience,in which professional skills play an intermediary role.The recommendations are as follows:First,in order to improve the efficiency and effectiveness of sales staff selection for children's sports training institutions,companies can design evaluation scales based on the competency model to lay the foundation for accurate selection.Second,in order to improve the efficiency and effectiveness of sales staff training in children's sports training institutions,companies can design a training system based on the competency model to lay the foundation for accurate education.Third,in order to improve the efficiency and effectiveness of the sales staff of children's sports training institutions,companies can design an assessment scale based on the competency model to lay the foundation for accurate identification and retention of employees.Fourth,children's sports training institutions can arrange the order of training content,that is the training progress,based on the relationship among the sales personnel's professional knowledge,professional skills,and professional experience and the order in which they play a role.Fifth,children's sports training institutions should strengthen the "three certain" consciousness in practice,that is,they must expand the professional knowledge reserve of sales staff,they must strengthen their core skills,they must pay attention to the professional experience of sales staff,and effectively protect and improve the service capabilities of sales staff.