销售经理研究论文提纲

论文题目：L公司销售经理的胜任力模型研究

摘要：L公司是一家文化科技公司,简而言之是用现代科技的手段去展示所需表达的文化元素,从而满足人民的精神文化需要。L公司在20多年的发展历程中,紧跟着时代的步伐,在中国经济快速增长的大前提下,曾参与和服务了许多国家和地方的多项重大项目。近些年来,随着中国经济体量的快速跃迁,人民对精神文化的审美和追求也日益提高,在这样的背景下,L公司迎来了新的发展机遇。然而,在业务增长的同时,急需一批能够胜任业务拓展的销售经理,但在实际的岗位招聘过程中,却发现很难找到合适的人员。在现有销售经理岗位要求的基础上招聘到的人员,无法满足实际工作的需要。本研究将从L公司的实际情况出发,通过文献分析法、高管访谈等方法,首先分析得出关于L公司销售经理的胜任力要素。然后以L公司现有的销售经理为研究对象,通过行为事件访谈法、问卷调查等方法去分析得出胜任力要素的初表,并最终通过行为事件访谈法、德尔菲法验证销售经理的胜任力模型。最后在该胜任力模型的基础上,为L公司销售经理岗位在招聘中的应用提出建议。从而解决L公司目前亟待解决的问题。

关键词：销售经理;胜任力模型;招聘

学科专业：工商管理硕士（专业学位）

ACKNOWLEDGEMENTS

ABSTRACT

摘要

LIST OF ABBREVIATIONS

Chapter Ⅰ Introduction

1.1 Research Background

1.2 Research Method and Research Route

1.2.1 Research Method

1.2.2 Research Route

1.3 Research Objective and Research Significance

1.3.1 Research Objective

1.3.2 Research Significance

ChapterⅡ Competency Theory and Related Theoretical Foundation

2.1 Competency

2.1.1 The Concept of Competency

2.1.2 The Development of Competency

2.1.3 Competency Model

2.2 Research Trends of Competency

2.2.1 Employee Recruitment Assessment Based on Competency

2.2.2 Employee Training Research Based on Competency

2.2.3 Employee Performance Assessment Based on Competency

2.2.4 Other Domestic and Foreign Competency Research

2.3 Person-Environment(Organization)Fit Theory

2.3.1 Person-Job Fit

2.3.2 Person-Vocation Fit

2.3.3 Person-Organization Fit

ChapterⅢ About Company L

3.1 Company Introduction

3.1.1 Brief Introduction

3.1.2 Organizational Framework

3.2 Introduction of Company Sales Team

3.2.1 Sales team

3.2.2 Sales Manager

3.3 Overview of Sales Manager Recruitment

3.3.1 Recruitment Overview

3.3.2 Problems in Recruitment

ChapterⅣ Analysis of the Problems in Sales Manager Recruitment

4.1 Analysis route

4.2 Analysis of Problems in Recruitment

4.2.1 Analysis of the Problems in Position Description

4.2.2 Analysis of the Problems in Recruiting Interviews

4.2.3 Analysis of the Problems in Recruiting Effect

4.3 Conclusion of Analysis

ChapterⅤ Construction of the Sales Manager Competency Model of Company L

5.1 Constructing Method and Process

5.2 Constructing the Sales Manager Competency Model of Company L

5.2.1 Preparation Stage

5.2.2 Collecting Information

5.2.3 Obtaining Competency Data

5.2.4 Proposing Draft Competency Table

5.2.5 Verifying Competency Model

5.3 Summary

ChapterⅥ Recruitment Application Based on Competency Model

6.1 Preparation Stage

6.1.1 Position Analysis

6.1.2 Position Posting

6.2 Implementing Stage

6.2.1 Applicant Selection

6.2.2 Interview Evaluation

6.2.3 Person-Vocation Fit

6.3 Assessment on Recruitment Effect

ChapterⅦ Conclusion

7.1 Research Conclusion

7.2 Research Limitation

7.3 Future Prospect

REFERENCE

APPENDIX