基于胜任特征的管理培训(ppt 65页)

主要内容
基于胜任特征的管理培训
培训的目的
企业用于培训的投资
两种培训
准备阶段的要求
迎新 阶段的要求
企业基本情况介绍 的要求
工作基本情况介绍 的要求
核查和补充
签订协议及劳动合同
评估T&D需求
明确T&D目标
选择T&D 方法
选择T&D媒介
实施T&D 计划
评价T&D效果
一 个 例 子对销售部经理的培训
职业心理素质总要求
职业心理素质的具体要求
对基于胜任特征的工作规范的考 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
编制三个问卷
常见的培训技术
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:
培训效标
McKinsey's “7 S ”theory
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