人力资源管理论文之培训员工Word格式.docx

人力资源管理论文之培训员工Word格式.docx

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MODULECODEANDNAME

科目代码及名称

ModuleCode科目代码：

___107914________

ModuleName科目名称：

___人力资源管理_

Lecturer讲师：

___崔颖

SectionCode专业班级：

___会计0810______

StudentID学生证号码：

__200848991011

StudentName学生姓名：

__周政阳___

Announcement:

IdeclarethatthisassignmentisENTIRELYmyindependentworkexceptwherereferenced.IhavemarkedanyReferencesourcesandamawareofprogrammerregulationsconcerningplagiarismandreferencing.

声明：

除了标明出处的引用资料之外，此作业是我独立调查完成的。

文内所有引用的资料已经详细标明出处，并且我了解课程中有关抄袭及引用方面的规定。

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TableofContents

Introduction:

3

1.FeasibilityofReplacement3

1.1ThebasicsituationofBloomfieldCentral3

1.2ThedisadvantagesofReplacement3

2PossibilityofTraining4

2.1Thesalespeople’sproblems4

2.2Theadvantagesoftraining4

3TrainingMethods5

3.1Lecture5

3.2Audiovisualinstruction5

3.3Roleplaying6

3.4Caseanalysismethod6

4DeterminetheEffectivenessofTrainingProgram6

5TrainingProgramOutlinefortheSalesStaff7

5.1Needsassessment7

5.2Trainingprogram8

5.3EffectEvaluation9

Conclusion:

9

References10

Asaretaillumberandhomeimprovementoperation,Centrallumbercompanywantstoimprovecustomerserviceandsalesperformance.SoitintendstouseBloomfieldCentralasamodeloperation.Butthesalespeople’sbehavioratBloomfieldCentralisobstructivetoimplementtheplan.Nowadays,theprimarytaskofBloomfieldCentralistosolvethisproblemassoonaspossible.Afterweighingtheadvantagesanddisadvantages,totraintheexistingsalespeoplebecomethemethodtodealwiththedifficultposition.ThispapermakesaconcreteanalysisofthepresentsituationofBloomfieldCentralandintroducessometrainingmethodssuitedtosolvingthisproblem.Atlast,thepapercomesupwithatrainingprogramoutlineforthesalesstaff.

1.FeasibilityofReplacement

1.1ThebasicsituationofBloomfieldCentral

Justlikeeachlumberhassomeroughedges,don'

texpectanyonetobeperfect.Neverarosewithoutaprick,youknow.ThesalespeopleintheBloomfieldCentralknowtheirstuff.Theyarejustalittlerougharoundtheedges----sameasthesalesstaffatalloutoutlets.Inmyopinion，Ann’ssuggestionofreplacementofworkersisnotreasonableandpractical.Asisknowntoall,themanagementstateofourcompanyappearstobedonewell.Everyaspectoftheoperationrunssmoothly.

1.2ThedisadvantagesofReplacement

Inviewofexistingsituation,ourcompany'

sgoalistoimprovecustomerserviceandalloutlets’salesperformance.It’snotawisemethodtoreplacethesalespeopleblindly.Itwillnothelpustoimproveoursalesperformance.Onthecontraryitmayhaveanadverseeffectuponoursalesperformance.Firstofall,thenewsalespeople’sweakpointisthattheyareshortofworkexperience.Asalesmanmusthaveagoodunderstandingoftheapplications,designfeatures,specialadvantagesandalmosteverythingoftheproductthecompanyproduces.Sotheymustreceivingtrainingbeforetheyareequippedwithenoughabilityforthejob.Secondly,hiringnewemployeeswouldliketobeabigexpense.Finally,itwillbringseriouspsychologicalburdentootheremployeesinourcompanyifwedismissamassofemployees.Itisboundtohaveanadverseaffectontheirworkingefficiency.

2PossibilityofTraining

2.1Thesalespeople’sproblems

First,thesalespeopletreatcontractorsmuchbetterthantheytreatdo-it-yourselfers.Second,thesalespeopleleavetheservicecountertocarryonanextendedconversationwithotherpeople.Third,thesalespeopleusecrudeandvulgarlanguageinfrontofcustomers.

2.2Theadvantagesoftraining

Inmyopinion,thelongeroneworksinafield,themoreskillfulhebecomes,andtheresultishebecomessuchapersonwithadvancedskills.Althoughthereisalong-standingproblemthattheexistingsalespeoplemaybeinsolenttosomecustomers,theyhavesomeadvantagesoverthenewsalespeople.

Inthefirstplace,marketingisachallengingwork.Anexcellentsalesmanshouldbeeasygoingandhavegoodabilityofspeakingandcoordination.Inaddition,professionalknowledgeisindispensable.Howeverallhiscannotbeachievedinashorttime.TheexistingsalespeoplehaveworkedintheBloomfieldCentralformanyyears.Someofthemhadbeenwithourcompanyformorethan10years.Thereisnodoubtthattheirrichexperienceisahugepreciousresource.Secondly,theexistingsalespeoplehaveagoodknowledgeofourcompany.Theycanthrowthemselvesintoworksolongastheyarewillingtochangeworkingattitude.Butthenewsalespeoplehavetoadaptthemselvestothenewjobandbefamiliarwiththeprocessofthework.Sotheexistingsalespeopleareefficiencythanthenewsalespeoplework..Thirdly,theexistingsalespeoplearemoreloyaltous.Fourthly,theexistingsalespeoplehaveworkedinthefieldmanyyears.Theyshouldhaveownedalargescaleofoutstandingcustomergroups.Howeverthenewsalespeoplecan’testablishgoodrelationalwiththecustomerswithinalimitedtime.Finally,themanagementofBloomfieldCentralknowsalltheexistingsalespeopleverymuch.Asaresult,theycanmakeaproperassignmentofpersonneltoraiseworkingefficiencyandimprovesalesperformance.Generallyspeaking,inordertosolvethepresentproblemandmakesureourcompanycandevelopstabilityinalongtime,it’sbettertocarryoutaseriesofpertinenttrainingfortheexistingsalespeoplethantohirenewsalespeople.

3TrainingMethods

Therearealotofdifferenttrainingmethodsfortheenterprisetomakeachoice.Forexample,teachingmethod,roleplaying,caseanalysis,audio-visualinstruction，lecture,programmedlearningandsoon.Accordingtothecompany’sproblem,Ithinklecture,roleplaying,caseanalysisandaudio-visualinstructionwillbeeffectivetothesituation.Nextthepaperwillintroducethesemethods.

3.1Lecture

Lectureisthatthelecturertransmitsinformationtothetraineebywords.Themethodismainlyunidirectionalcommunication,justfromthelecturertothetrainees.Maybethismethodisslightlydulloritcouldn’tattractthetrainees’attention,butitcouldprovidetrainingforalargenumberoftraineesinashorttime.Withintheshortesttimeandatthelowesttotalcost,thismethodcangetagoodeffect.Nomatterhowthenewtechnologydevelops,lectureisthemorepopularoptioninallareas.

3.2Audiovisualinstruction

AccordingtothetheoryofGary（2001,p280）,Audiovisual-basedtrainingtechniqueslikefilms,PowerPoints,videoconferencing,audiotapes,andvideotapescanbeveryeffectiveandarewidelyused.TheFordMotorCompanyusesvideosinitsdealertrainingsessionstosimulateproblemsandsamplereactionstovariouscustomercomplaints,forexample.Audiovisualsaremoreexpensivethanconventionallecturesbutoffersomeadvantages.

3.3Roleplaying

Roleplayingisakindofsituationalsimulations.Itarrangesthetraineesinasimulativeandverisimilarworkenvironmentandletsthemdealwithallkindsofproblemswhichmayhappen.Thismethodprovidesanopportunityforthetraineestomakeaccessibletosomeactioninthedailywork.Bythisway,thetraineescanunderstandthemselvesbetterandmaketheirworkbetter.Astheformandcontentofroleplayingisvarious,itcanarousetheenthusiasmofthetraineesandmakethetraineesmorelikelytotakepartinthetraining.Inadditionthetraineescanlearnfromeachotherduringtheprocessoftraining.

3.4Caseanalysismethod

Caseanalysismethodisthatthetraineeanalysesthecasewhichhasalreadyhappenedinthedailywork.Byanalyzingthecases,thetraineesthinkthingsoutforthemselvesandfindsolutionstotheprobleminallthedifferentcases.Theadvantageofthismethodisthatitisveryeasyforthetraineestobecomeawareoftheproblemsintheirwork.Sotheycancomeupwithasolutiontotheproblem.

Asfarasweknow,everycoinhastwosides.Soeachmethodhasbothadvantagesanddisadvantages.AccordingtothepresentconditionsofBloomfieldCentralandtheaimthatthehomeofficewouldliketoachieve,Ithinkthepowerfulmethodiscaseanalysis.

4DeterminetheEffectivenessofTrainingProgram

Thispartwillintroducethestandardsofselectingthemethod.

Inthefirstinstance,thehomeofficeintendstouseBloomfieldCentralasamodeloperation.Wehaveonlythreemonthstoreachtherequired.Wemusttrytochangethepresentsituationassoonaspossible.Sotimefactoriswhatwemustfirsttakeintoconsideration.Wewouldliketogetabettereffectwiththelesslossoftime.Amongthesetrainingmethods,lecturemaybecosttheleasttimebuttheresultisnotverywell.Althoughaudiovisualinstructionandroleplayingcanworkefficiently,itwilltakeusalottimetopreparethem.Caseanalysismethodcouldmeettheneedsofaccomplishingthegoalsinashorttime.

Secondly,thehomeofficewantstoimproveserviceanditsoutlets’salesperformance.InaccordancewiththeactualconditionsofBloomfieldCentral,themainproblemisthatthesalesforce’sattitudetowardcustomerservice.Wemustcometogripswiththeproblem,atthesametimewemustalsokeepthesalesperformance.Sothetrainingcan’tdisturbthenormalfunctionofBloomfieldCentral.Caseanalysiswillbethebestchoice.Audiovisualinstructionandroleplayingneedsomehardwarefacilitiesorproperties.Itwillcausesomeunnecessaryandunforeseentrouble.

Thirdly,it’simportantforustocontrolthecost.Ingeneral,reducingcostsisequal