国际酒店管理集团销售人员招聘手册课件

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1、SalesSelectionToolsDevelopment&ImplementationOverviewUpdated:June23,2006ImplementationPartners:OrganizationalCapabilityGlobalSalesGlobalHR-本资料来自www.m448.com-ContentsOverviewToolDevelopment&StudyResultsProcessImpactToolUtilizationImplementationNotesAppendix1-本

2、资料来自www.m448.com-Overview-本资料来自www.m448.com-ReducetheTimeSpentEvaluatingCandidatesIncreasetheNumberofStrongSalesCandidates=Candidate“Profitability”HiredthebestofthebestandthenewhireswerewellworththetimespentOverarchingGoal:MaximizetheSelectionProcess3-本资料来自ww

3、w.m448.com-SelectionProcessPre-Implementation(ScreeningDiscussion,B.I.)ImproveSalesHiringProcessEvaluationPre-Implementation4-本资料来自www.m448.com-FundamentalattributesDifficulttoteachortrainArerelatedtojobperformanceCanbeassessedImproveSalesHiringProcessModelWo

4、rld-ClassEvaluationSelectionProcessPre-Implementation(ScreeningDiscussion,B.I.)+5-本资料来自www.m448.com-BenefitImpactBetterCandidatesEliminatecandidateslikelytobepoorperformersMoreTimeSpendmoretimeonstrongercandidatesIncreasedConfidenceUnderstandacandidate’sexper

5、ienceandabilitiesHireforattitude,trainforskillGreaterProductivityStrongercandidatesmakebiggercontributions,soonerReturnonInvestmentThetoolsaredesignedtoprovide…6-本资料来自www.m448.com-PhasedApproachAreaResearchStudyToolConstructionImplementationSellerLeaderPhase1

6、NativeEnglishNADApril2005Seller-Phase1AllLeader-Phase1AllJuly2005Australia,FijiSeptember2005UK,IrelandOctober2005Phase2Additional8languagesAPDNov-Dec.2005Seller–APDLeader-Phase2AllJuly2006*EAMESeller–EAMEJuly2006LADSeller–LADJuly2006SalesSelectionInitiative:G

7、lobalFocusBahasa(Indonesian)Chinese(Simplified)FrenchGermanItalianJapaneseSpanish(European)Spanish(LatinAmerican)Phase2Languages:*Japan,Korea,India/BangladeshtargetedforOctober20067-本资料来自www.m448.com-ToolDevelopmentStudyResults-本资料来自www.m448.com-UnderstandG

8、lobalJobsAug.–Dec.2004ToolDevelopmentOverviewSalesIncumbents–JobAnalysisQuestionnaireGlobalSMEFocusGroups–JobconsistenciesandcareerpathsSalesCompetencyModelDevelopment9-本资料来自www.m448.com-