MBA教育中心知识库

  当下伴随经济发展，企业间竞争愈发激烈，沿坡讨源发现是企业人才间的相互竞争。相应而生的员工培训工作，是企业必须面临的重点问题，员工培训不仅实现员工自我提升，也可提高员工综合素质，进而助推企业竞争力，为企业带来经济效益。而ZR公司作为一家处于快速发展的教育科技公司，业务量持续上长，销售人员的能力突出成为企业发展的核心竞争力。如今，我国教育培训行业受政策影响，竞争激烈程度不断攀升，结合西安经济飞速发展，人口密度不断增大，岗位竞争不断提升的特点，为实现企业在此竞争环境中稳步向前，就需要组建优秀的销售队伍，关注销售员工的培训管理问题，不断优化销售员工培训方案设计。

  首先，销售人员作为ZR公司发展主力军，本文以ZR公司销售人员的培训方案作为研究对象，对员工培训及评价相关文献进行搜索、整理、总结国内外研究现状，介绍了有关培训理论，如培训体系、员工培训、人力资本理论、成人学习理论、培训需求分析理论以及柯氏四级评估模型理论，同时采用访谈法和问卷调查法对ZR公司企业概况、组织架构、销售队伍情况、培训方案现状，按“公司现状分析——提出研究问题——通过数据分析原因——提出解决措施（优化方案）”进行研究，综合分析出ZR公司销售人员的培训方案在不同层面均存在一定程度的缺失，其中主要体现在针对公司销售人员的培训管理制度缺失、培训需求分析不足、培训内容和形式过于单一、讲师队伍资源投入不足、培训效果评估流于形式、落实不到位。其次，基于上述问题结合ZR公司实际经营情况以及公司长远目标，参考相关培训理论知识，剖析形成问题的主要原因，并从培训组织优化、销售人员培训需求优化、销售人员培训课程优化设计、销售人员培训讲师队伍优化及改善培训效果评估机制，制定相应的销售人员培训方案优化策略。最后，为确保销售人员培训方案优化能达到预期目标，特从组织、制度、资源三个层面制定实施保障措施。

  以此实现对ZR公司销售人员培训方案的整体优化研究，激发销售人员的内在潜力，协助销售队伍快速地成长，真正发挥销售人员对本公司运营业务的支撑作用，为ZR公司实现企业战略目标提供有效力量。

  At present, with the economic development, the competition among enterprises is becoming more and more fierce, and the competition among enterprise talents is along the slope. Accordingly, staff training is the key problem that enterprises must face. Staff training not only realizes the self-improvement of employees, but also improves the comprehensive quality of employees, thus boosting the competitiveness of the enterprise and bringing economic benefits to the enterprise. As a rapidly developing education technology company, ZR company has maintained a long business volume, and the outstanding ability of sales staff has become the core competitiveness of enterprise development. Today, our country education training industry affected by policy, the competition rising, combined with xi'an rapid economic development, increasing population density, the characteristics of job competition, to achieve enterprise steadily forward in the competitive environment, you need to form a good sales team, focus on sales staff training management problems, constantly optimize sales staff training scheme design.

  First, Sales staff, as the main force in the development of ZR company, This paper focuses on the training program of ZR's sales staff, To search, organize and summarize the research literature of staff training and evaluation, Introduced the relevant training theory, Such as training system, staff training, human capital theory, adult learning theory, training needs analysis theory and Ke's four-level evaluation model theory, At the same time, the interview method and questionnaire survey method are used to improve ZR company profile, organizational structure, sales team, training program status, According to "Analysis of company status —— propose research problems —— through data analysis reasons —— propose solutions (optimization solutions)", Comprehensive analysis of missing the training program of ZR company at different levels, It is mainly reflected in the lack of training management system for the company's sales personnel, the lack of training demand analysis, too single training content and form, insufficient investment of lecturer team resources, the evaluation of training effect, and the implementation is not in place. Secondly, based on the above problems combined with the actual operation situation and ZR company long-term goals, reference related training theory knowledge, analyze the main cause of the problem, and from the training organization optimization, sales personnel training demand optimization, sales personnel training course optimization design, sales personnel training instructor team optimization and improve the training effect evaluation mechanism, formulate corresponding sales personnel training plan optimization strategy. Finally, in order to ensure that the optimization of the sales staff training program can achieve the expected goals, the implementation of safeguard measures are specially formulated from the three levels of organization, system and resources.

  In this way to realize the overall optimization of ZR company's sales personnel training program, stimulate the internal potential of sales personnel, assist the sales team to grow rapidly, truly play the supporting role of sales personnel in supporting the company's operation business, and provide effective strength for ZR company to achieve corporate strategic goals.