인테리어 리모델링 사업에서 영업사원의 핵심역량 모델 개발 - LG하우시스를 중심으로

Recently, competition in the interior remodeling business is fierce. However, the interior remodeling business is basically B2B, and in this business, sales are basically dictated by the capabilities of salespeople. Therefore, in this study, we intend to develop a model for the core competency of sa...

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Bibliographic Details
Published in(사)디지털산업정보학회 논문지, 17(1) Vol. 17; no. 1; pp. 45 - 55
Main Authors 김성건, Kim, Sung Gun
Format Journal Article
LanguageKorean
Published (사)디지털산업정보학회 01.03.2021
Subjects
컴퓨터학
Salespeople Competence
Competence Modeling
Interior Business
Z:IN
Core Competence
Online AccessGet full text
ISSN1738-6667
2713-9018

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Summary:Recently, competition in the interior remodeling business is fierce. However, the interior remodeling business is basically B2B, and in this business, sales are basically dictated by the capabilities of salespeople. Therefore, in this study, we intend to develop a model for the core competency of salespeople in the interior remodeling business. To this end, based on the research on the existing competency and competency modeling, the competency model of the salesperson was derived using Dubois' overlay method. A total of 12 core competencies could be defined through the first and second modeling. The subject of this study was focused on LG Hausys, the most representative interior remodeling company in Korea. Based on the core competencies developed in this way, overall sales competencies can be raised through the development of a training course to enhance the sales competencies of salespeople, and a more efficient and objective HR.
Bibliography:KISTI1.1003/JNL.JAKO202111735183432
ISSN:1738-6667
2713-9018