Research On The Optimization Of F Company Salesman Training Based On Competency Model

Today,the world is facing major changes that have not occurred in a century.Facing the new development situation and environment,the central government proposes to accelerate the construction of a new development pattern with the domestic big cycle as the main body and the domestic and international double cycle promoting each other.While the retail industry is facing opportunities,it is also facing many challenges such as increasingly fierce market competition.The competitiveness of retail enterprises is not only reflected in their research and development,products and brands,cost control,sales channels,etc.,but also reflected in the professional quality and ability of employees.In the fierce market competition,retail enterprises are increasingly paying attention to the requirements of survival and development,strengthening and improving the training of front-line sales staff,and promoting the improvement of staff performance.Starting from the competency model of salespersons,identifying the training pressure points,designing and implementing training programs can improve the pertinence of salesperson training and promote training transformation.This article selects F Company,a retail clothing enterprise that integrates research and development,design,manufacturing,and sales,as the research object.It uses methods such as literature research,questionnaire survey,individual interview,expert group,and statistical analysis to study its salesperson training issues.After investigation and analysis,it was found that the current salesperson training of F Company has four main problems:the training needs of salespeople are not thoroughly understood,the curriculum and content are not fully adapted to the needs,the teaching level of internal training instructors is uneven,and the evaluation method of salesperson training effectiveness is relatively single.The main reasons are that the management lacks a comprehensive understanding of training,lacks effective training needs analysis tools,does not establish a curriculum system based on training needs,lacks relevant management systems for training instructors,and lacks a scientific training effectiveness evaluation mechanism.On the basis of defining the performance criteria of the company’s salesmen,starting from the three dimensions of knowledge and skills,personal evaluation value system,personality and motivation,around the nine core competencies of product knowledge,data analysis,communication ability,sales ability,pressure resistance ability,team cooperation,time management,service awareness,and desire for achievement,the competency model of F company’s salesmen was constructed and verified.On this basis,the paper puts forward the optimization countermeasures of salesperson training demand analysis,training course setting,training mode selection,teacher team building,training effect evaluation,and puts forward implementation guarantee suggestions.