基於勝任特征的管理培訓(ppt 65頁)

主要內容
基於勝任特征的管理培訓
培訓的目的
企業用於培訓的投資
兩種培訓
準備階段的要求
迎新 階段的要求
企業基本情況介紹 的要求
工作基本情況介紹 的要求
核查和補充
簽訂協議及勞動合同
評估T&D需求
明確T&D目標
選擇T&D 方法
選擇T&D媒介
實施T&D 計劃
評價T&D效果
一 個 例 子對銷售部經理的培訓
職業心理素質總要求
職業心理素質的具體要求
對基於勝任特征的工作規範的考 察
Customer service in sales
Consulting Skills in sales
Needs Identification
Behavioral Characteristics
Product knowledge
Behavioral Characteristics
Prospects Clients
Client service
Cross-selling
Handles difficult clients
Relationship management
Sales closing
編製三個問卷
常見的培訓技術
Five Teaching Strategies
1. Cooperative Learning
Six characteristics of CL
Teacher’s Responsibility
Group Working Behavior
2. Inquiry
An Inquiry Approach is built around:Hypothetical casesEntrapmentTracing consequencesQuestioning authority
The major objectives of Inquiry:
3. Questions & Answers
Characteristics of good questions
Stimulation (a powerful strategy):
3. Demonstration
The trick of good demonstration:
培訓效標
McKinsey's “7 S ”theory
Thanks for listening
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Wish you a happy new year!

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