随着市场环境的变化,加之近年通信运营企业间的合并改组,使得通信企业竞争空前激烈。各企业要在竞争中取胜,就要提高市场占有率,吸引尽可能多的客户,这需要销售人员持续良好的销售业绩表现。本文通过对销售人员的调查研究,初步建立了销售人员的胜任力模型,同时分析绩优人员的胜任力特点,为企业建立一支高素质的销售团队提供参考。 With the changes of the market environment, combined with the merger and reorganization among the telecom operators in recent years, the competition among the telecom companies is becoming more and more fierce. Enterprises to win the competition, it is necessary to increase market share, attracting as many customers, which require sales staff sustained good sales performance. Through the investigation and study of the salespeople, this paper initially establishes the competency model of salespeople, and at the same time analyzes the competency characteristics of the perdemployees to provide a reference for the establishment of a high-quality sales team.