化工销售企业客户经理胜任能力分析与模型构建  

Analysis and Modeling of Customer Manager Competency in Chemical Sales Enterprises

作　　者：罗婉琴[1] 

机构地区：[1]石油化工管理干部学院,北京100012

出　　处：《石油化工管理干部学院学报》2014年第1期18-22,共5页Journal of Sinopec Management Institute

摘　　要：日渐复杂的企业结构促使对员工群体的领域、岗位划分日渐细致、科学,并强调群体特征的凸显。胜任能力模型作为企业实施员工管理和培训的参照之一,促使员工行为符合组织战略及其价值观,也有助于员工自我学习与提升、规划职业生涯,实现企业和员工的双赢。本文论述了客户经理胜任能力模型的构建原则,分析了化工销售企业客户经理胜任能力的特点及要素,详细设计了胜任能力模型的结构,进而构建了完整的化工销售企业客户经理胜任能力模型。The increasingly complex enterprise structure results in the increasingly detailed and scientific categorization of employees in discipline and position, while highlighting the category features. The competency model, as a reference for enterprises to implement employee management and training, aligns employee behavior with enterprise strategy and value, and assists employees in their learning, careerplanning, and self-promotion, achieving win-win for enterprises and their employees. The paper discusses the constructing principles for the customer manager competency model, analyses the characteristics and key elements of the model in chemical sales enterprises, designs in detail the model structure, and then constructs the complete competency model for customer managers in chemical sales enterprises.

关 键 词：化工销售 客户经理 岗位职责 胜任能力模型 构建 能力项 

分 类 号：F272.92[经济管理—企业管理] F426.72[经济管理—国民经济]