【作者】 李颖；

【导师】 杨春江； 陈彦广；

【作者基本信息】 燕山大学 ， 工商管理硕士（专业学位）， 2019， 硕士

【摘要】 XL置家作为秦皇岛市一家提供居住相关服务的民营企业,始终坚持在租赁和二手房买卖领域持续布局和深耕,提供高品质服务,并准备在政策带动下进行跨区域扩张。而异地跨区域扩张的成功关键在于企业的销售业绩,销售人员作为该企业的重要员工,提升他/她们的胜任能力是提升销售业绩的必由之路。XL置家自成立以来,在人力资源管理过程中没有构建胜任力模型,也并未建立基于岗位胜任能力的招聘、培训、绩效和员工激励体系。本文期望通过构建XL置家房屋销售人员的胜任力模型,为XL置家销售人员在人力资源管理应用上提供指导和应用建议。首先,从胜任力、胜任力模型等理论方法出发,通过对国内外胜任力理论研究、实证研究进行梳理,确定了本文整体的写作框架及研究方法。其次,通过对XL置家的基本情况的分析,包括公司简介、销售人员现状、工作内容特点及销售人员胜任力现状等内容,提出构建销售人员胜任力模型的重要性。再次,通过文献查阅、开放性问卷收集胜任力要素指标,通过对高低绩效组样本进行行为事件访谈构建胜任力模型,运用层次结构分析确定胜任力要素权重,并针对高低绩效组采用胜任力评价问卷调查数据在胜任力模型各维度的检验来验证模型。最后,从XL置家实际出发,将模型运用到XL置家企业实践当中,提出在XL置家销售人员在招聘配置、培训培养、绩效管理和员工激励等人力资源方面的应用建议。更多还原

【Abstract】 XL Home is a private enterprise providing residential related services in Qin Huangdao,has always insisted on continuous layout and deep cultivation in the field of rental and second-hand housing sales,providing high-quality services,and preparing for fissionable cross-regional expansion under the policy.At present,its market share is mainly represented by the sales performance of the company.To accelerate the cross-regional expansion and make a profit in the competition,it is necessary to improve the sales performance of the company and improve the competence of the sales personnel.The only way to improve sales performance is to improve sales personnel.This article expects to build the competence model of the XL home sales staff to provide guidance and application suggestions for the XL home sales staff in the application of human resources management.Firstly,this paper introduces the background,research purpose and research significance of this topic,combs the theory of competence and empirical research at home and abroad,and determines the overall writing framework and research methods of this article.Secondly,it introduces the basic situation of XL home,including the company profile,the current situation of sales personnel,the characteristics of work content and the current situation of sales personnel competence,and puts forward the importance of building the model of sales personnel competency.Once more,this study adopts the method of competency model through literature review and open questionnaire collection of competency factor indicators,through the high and low performance group sample behavior events interviews to build competency model,using hierarchical structure analysis to determine the weight of competence factor.According to the high and low performance group,the competency evaluation questionnaire data used to verify the model in each dimension of the competency model.Finally,according to the actual situation of XL home,this paper applies the model to the practice of XL home business,and puts forward some human resource suggestions inthe field of recruiting,training,performance management and staff motivation.更多还原