I
摘要
G 公司为国内一家知名手机零售连锁企业。近年来，由于电子商务等其他
商业模式的异军突起，企业的生存与发展受到了很大的挑战。销售部门作为 G
公司的核心部门，对 G 公司的发展起着至关重要的作用。但是由于 G 公司高层
的管理思路较为陈旧，该企业在销售经理的人力资源管理方面存在人才培养战
略规划缺失，招聘效果不佳和培训机制缺乏等一系列的问题，亟待引入现代人
力资源管理理论指导该企业销售经理的培训及招聘等过程。本研究从实证的角
度出发，首先根据 G 公司的实际情况和销售经理的岗位特征构建 G 公司销售经
理胜任力模型初表。然后我们又以 G 公司部分分店的销售经理为研究对象，通
过实地调研、文献分析及行为事件访谈法验证初表，并最终构建了 G 公司销售
经理胜任力模型。最后，我们基于该胜任力模型在 G 公司的培训与招聘过程中
的应用及保障提出了合理建议

关键词：胜任力模型，销售经理，应用
Abstract
G enterprise is a well-known mobile phone retail chain enterprise in the
domestic. In recent years, the survival and development of G enterprise have been
challenged because of the rapid development of many other business models, such as
electronic commerce. The sales department is a core part of G enterprise and plays an
important role in the survival and development of G enterprise. However, because the
manage skill of leaderships for G enterprise is old, a series of problems in human
resource management for sales managers are emerging. A new human resource
management theory to instruct the G enterprise sales manager training and
recruitment process has become an urgent need for the G enterprise. The present
study set up a G enterprise sales manager competency model primary form according
to the actual situation and the characteristics of the sale jobs of G enterprise at first.
Then, the project team chose some sales manager of G enterprise as research object,
constructed a final sales manager competency model of G enterprise by on-the-spot
investigation, literature analysis and behavioral event interview method. Finally, we
proposed some reasonable suggestions on the application and security of the training
and recruitment of sales manager based on sales manager competency model of G
enterprise.
Key words: competency model, sales manager, application