A회사에 대한 역량중심의 교육체계 수립에 대한 연구 : 영업관리(영업 딜러) 중심으로

The purpose of this study is to establish a training system concentrating on competency for the sustainable increase in sales results of sales management employees(dealers) of Company A. In doing so, this study established a “5 STAR Competency Model" appropriate for Company A based on information on relevant industries and internal documents of Company A small and medium-sized enterprises and interviews of management-level executives. Strengths and weaknesses regarding competencies and behavioral indicators and competencies based upon the sales results and number of years of employment of sales managers have been identified through a survey on 13 points of competency and 56 behavioral indicators based upon major points that have been derived from the above analysis. Furthermore, based on such findings, this study establishes the direction for an educational training system concentrating on competency and proposes a educational training system comprised of a general courses, required courses and optional courses by categorizing them into different levels in line with the sales results and number of years of employment of sales managers. Required courses are comprised of results-based subject matters and is set up as an educational system of four educational courses including the introductory course. On the one hand, it is made up of a total of four courses that are generally apply to sales managers (dealers) of Company A, regardless of their sales results and number of years of employment. In addition, the optional courses are made up of four courses based on knowledgeability of products, intended to distinguish the sales managers based on their number of years of employment and, through consulting, the competency-based educational system for sales managers (dealers) of Company A has been established which is composed of a total of thirteen courses with three areas (general courses, required courses and optional courses).