Annual Training Of Human Resources
Looking back on the work done in the past year, we have made some achievements in general. However, due to the lack of work experience, there are still some shortcomings. How to sum up the work of last year in this year's work, inherit and carry forward the advantages of past work, and discard the shortcomings in the work has become the top priority of 200*. In order to make satisfactory achievements in this year's work and ensure the development of Zhang Kexun's work, we are working out the next year's training plan. The specific steps are as follows:
一.適應(yīng)公司發(fā)展規(guī)劃,合理制定工作計(jì)劃:在集團(tuán)公司“實(shí)現(xiàn)百年英特爾”、24個(gè)月內(nèi)實(shí)現(xiàn)銷(xiāo)售總額翻3到5番的總體戰(zhàn)略目標(biāo)的指導(dǎo)下,為響應(yīng)集團(tuán)公司在200*年“決戰(zhàn)兩江”的工作部署,今年全國(guó)各銷(xiāo)售分公司都制定了高出去年的銷(xiāo)售計(jì)劃,在用人需求上也對(duì)我們?nèi)肆Y源部提出了更高的要求。我們培訓(xùn)科根據(jù)市場(chǎng)實(shí)際用人需求,現(xiàn)制定200*年整體培訓(xùn)計(jì)劃。
二.加強(qiáng)講師隊(duì)伍建設(shè),提高自身培訓(xùn)能力:結(jié)合年初集團(tuán)公司給我們?nèi)肆Y源全國(guó)總部制定的總體招聘和培訓(xùn)計(jì)劃,年度內(nèi)為下屬各銷(xiāo)售分公司招聘培訓(xùn)大量合格的優(yōu)秀員工,而由于我們講師隊(duì)伍目前人數(shù)比較少,還遠(yuǎn)遠(yuǎn)不能滿(mǎn)足培訓(xùn)工作的需要,所以加強(qiáng)講師隊(duì)伍建設(shè),增加講師人數(shù),提高講師素質(zhì)成為今年我們培訓(xùn)科工作的第一步。
三.收集市場(chǎng)銷(xiāo)售信息,豐富課堂培訓(xùn)內(nèi)容:由于目前我們的講師隊(duì)伍大多缺乏市場(chǎng)尤其是英特爾市場(chǎng)的實(shí)際運(yùn)作經(jīng)驗(yàn),所掌握的市場(chǎng)信息僅僅局限于聽(tīng)來(lái)的一部分片面的內(nèi)容,所以在過(guò)去的培訓(xùn)課程中,理論知識(shí)雖然非常的充足,但市場(chǎng)案例卻非常少,以至于培訓(xùn)結(jié)束的學(xué)員在下到市場(chǎng)之前對(duì)英特爾的市場(chǎng)運(yùn)作情況還是一知半解。所以下一步我們決定響應(yīng)公司號(hào)召,分批派講師下到市場(chǎng)中進(jìn)行鍛煉,不斷收集市場(chǎng)信息,豐富自身內(nèi)涵,提高講課質(zhì)量,確保今后培訓(xùn)出來(lái)的學(xué)員下到市場(chǎng)后具有極強(qiáng)的市場(chǎng)開(kāi)拓能力。
四.合理安排培訓(xùn)課程,編制修訂培訓(xùn)講義:結(jié)合今年年初集團(tuán)公司全面開(kāi)展春季大會(huì)戰(zhàn)的戰(zhàn)略部署,配合全國(guó)各分公司的人員需求,我們?nèi)肆Y源部培訓(xùn)科相應(yīng)的制定了各類(lèi)培訓(xùn)課程,并結(jié)合市場(chǎng)實(shí)際情況進(jìn)行講義的編制。
1. arrangements for specific training hours. In terms of time arrangement, we mainly work out 10 to 15 days' training plan according to the urgency of the employment needs of the various branches of the country.
A.循序漸進(jìn)、由淺入深、學(xué)以致用的培訓(xùn)原則:結(jié)合學(xué)員剛來(lái)參加培訓(xùn)時(shí)對(duì)英特爾公司的企業(yè)文化、產(chǎn)品知識(shí)和市場(chǎng)情況都不了解的實(shí)際情況,我們采用循序漸進(jìn)、由淺入深、學(xué)以致用的培訓(xùn)原則,確保學(xué)員學(xué)習(xí)的深度。
B.先洗腦、后灌輸、再整合的培訓(xùn)方法:結(jié)合學(xué)員在來(lái)英特爾公司之前大都有過(guò)一些市場(chǎng)銷(xiāo)售的經(jīng)驗(yàn),個(gè)人的主觀意識(shí)比較強(qiáng)這一現(xiàn)象,我們采用先洗腦、后灌輸、再整合的培訓(xùn)方法,對(duì)學(xué)員進(jìn)行有針對(duì)性的培訓(xùn)。
C.分類(lèi)講解、強(qiáng)調(diào)重點(diǎn)、穿插互動(dòng)的培訓(xùn)模式:結(jié)合人對(duì)知識(shí)學(xué)習(xí)和了解的特性,我們采用分類(lèi)講解、強(qiáng)調(diào)重點(diǎn)、穿插互動(dòng)的培訓(xùn)模式,保證了課堂的生動(dòng)性和課程的連續(xù)性,以及市場(chǎng)問(wèn)題的解析,保證學(xué)員在培訓(xùn)期間與市場(chǎng)的“接觸”。通過(guò)以上培訓(xùn)安排,切實(shí)保證培訓(xùn)出來(lái)的學(xué)員在下到市場(chǎng)后適應(yīng)2到3天就可以完全投入到工作之中,為企業(yè)創(chuàng)造高額的利潤(rùn)。
2. the formulation of relevant training contents. Specific training contents include enterprise culture, basic knowledge of products, marketing basis and knowledge, four sector sales policy, team building and management, time management planning, potential development and psychological adjustment.
A.企業(yè)文化(計(jì)劃安排1—2天課):主要包括我們沈陽(yáng)宏元集團(tuán)的發(fā)展歷程以及集團(tuán)公司下屬各企業(yè)尤其是英特爾管業(yè)集團(tuán)的具體情況以及張總針對(duì)集團(tuán)公司發(fā)展編寫(xiě)的各類(lèi)文章(家—英特爾、責(zé)任與忠誠(chéng)、態(tài)度決定一切、市場(chǎng)論等文章)的培訓(xùn)。另外,結(jié)合現(xiàn)代企業(yè)的發(fā)展離不開(kāi)企業(yè)文化的實(shí)際情況,給學(xué)員安排專(zhuān)業(yè)的企業(yè)文化課程,提高學(xué)員的“家—英特爾”的意識(shí)以及“責(zé)任與忠誠(chéng)”的態(tài)度,幫助學(xué)員樹(shù)立正確的人生觀和價(jià)值觀,把自身的利益和企業(yè)的利益結(jié)合在一起。并在培訓(xùn)之后要求學(xué)員寫(xiě)適合英特爾公司發(fā)展目標(biāo)的個(gè)人職業(yè)生涯規(guī)劃。
B.產(chǎn)品基礎(chǔ)知識(shí)(計(jì)劃安排3—4天課):針對(duì)目前我們英特爾公司適應(yīng)市場(chǎng)發(fā)展的各種新產(chǎn)品層出不窮,在教會(huì)學(xué)員公司傳統(tǒng)的四大類(lèi)產(chǎn)品(PAP類(lèi)、PP—R類(lèi)、PVC—U類(lèi)、PE類(lèi))的同時(shí),我們也要注重各類(lèi)新產(chǎn)品知識(shí)的培訓(xùn)工作,確保所有學(xué)員都能夠系統(tǒng)的掌握公司所有的產(chǎn)品的知識(shí),以讓下到市場(chǎng)的業(yè)務(wù)人員能夠適應(yīng)市場(chǎng)需求和基本變化,提高銷(xiāo)售額度,不斷為公司創(chuàng)造更高的利潤(rùn)。
C.市場(chǎng)營(yíng)銷(xiāo)基礎(chǔ)和提高知識(shí)(計(jì)劃安排2—4天課):結(jié)合培訓(xùn)時(shí)間的長(zhǎng)短,我們計(jì)劃在市場(chǎng)營(yíng)銷(xiāo)課程中安排適合英特爾公司市場(chǎng)發(fā)展的相關(guān)培訓(xùn)課程,包括運(yùn)籌帷幄的基礎(chǔ)理論、決勝千里的實(shí)戰(zhàn)知識(shí),從最基本的陌生拜訪、銷(xiāo)售談判、網(wǎng)絡(luò)和終端銷(xiāo)售到系統(tǒng)的整合營(yíng)銷(xiāo)傳播知識(shí)在實(shí)際銷(xiāo)售工作中的應(yīng)用。通過(guò)系統(tǒng)的培訓(xùn),提高業(yè)務(wù)人員的銷(xiāo)售基本技巧和常識(shí)。
D.四部門(mén)銷(xiāo)售政策(計(jì)劃安排2—3天課):四部門(mén)銷(xiāo)售政策是我們公司開(kāi)拓市場(chǎng)的法寶,在過(guò)去四年多的市場(chǎng)開(kāi)發(fā)工作中采用的一部作PAP網(wǎng)點(diǎn)的服務(wù)和維護(hù)工作、二部作地市級(jí)PAP經(jīng)銷(xiāo)商的開(kāi)點(diǎn)和盤(pán)活死戶(hù)的工作、三部作縣級(jí)代理的開(kāi)發(fā)工作、四部作工程的開(kāi)發(fā)工作的運(yùn)作模式已經(jīng)得到了最大的價(jià)值回報(bào)和充分的證實(shí),所以我們?cè)诮窈蟮呐嘤?xùn)工作中要對(duì)學(xué)員重點(diǎn)加強(qiáng)公司銷(xiāo)售政策的培訓(xùn)力度,從系統(tǒng)的講解到實(shí)際的市場(chǎng)案例的學(xué)習(xí),讓學(xué)中明確英特爾公司的市場(chǎng)游戲規(guī)則,以保證對(duì)市場(chǎng)的適應(yīng)性。
E.團(tuán)隊(duì)建設(shè)和管理(計(jì)劃安排1天課):教給學(xué)員基礎(chǔ)的團(tuán)隊(duì)建設(shè)和管理工作,提高他們對(duì)自身的成長(zhǎng)和進(jìn)步的要求,能夠有效地促進(jìn)和提高業(yè)務(wù)人員今后的工作積極性,在自身做好業(yè)務(wù)工作的同時(shí)能夠帶動(dòng)其他業(yè)務(wù)人員很好的工作,從根本上解決一線(xiàn)業(yè)務(wù)人員工作中消極、怠惰的現(xiàn)象。
F.時(shí)間管理規(guī)劃(計(jì)劃安排1天課):養(yǎng)成正確的時(shí)間管理習(xí)慣,可以有效的解決業(yè)務(wù)人員每天工作忙碌卻沒(méi)有效果的問(wèn)題,所以在下一步的工作中我們計(jì)劃安排以完成工作結(jié)果為主的時(shí)間管理課程,讓每一名聽(tīng)課的業(yè)務(wù)人員養(yǎng)成時(shí)間管理的好習(xí)慣。
G.潛能開(kāi)發(fā)和心態(tài)調(diào)整(結(jié)合培訓(xùn)情況適當(dāng)穿插):任何一個(gè)人自身都有可以無(wú)限開(kāi)發(fā)的潛在的能力,如果能夠通過(guò)培訓(xùn)激發(fā)每一個(gè)人自身的潛能,可以有效的提高業(yè)務(wù)人員的創(chuàng)造力和想象力,并且能融入到今后的工作之中;而心態(tài)調(diào)整則要根據(jù)培訓(xùn)期間業(yè)務(wù)人員的情緒波動(dòng)進(jìn)行。通過(guò)培訓(xùn),提高所有學(xué)員的對(duì)待工作和未來(lái)的堅(jiān)定的信心。
3. revision of training notes. In the light of the rapid development of market economy and the rapid development of the market, the training contents of our training department of human resources department must be updated accordingly. We should follow the training principles of combining company sales policy, developing market information content, creating sales elite team and creating first-class sales performance, and make random timely compilation and revision of existing training notes, and ensure that training contents are suitable for market development needs.
A. requires all lecturers to prepare handouts for their selected training contents. Only in this way can we ensure the vividness of the training courses and the comprehensiveness of the students' understanding of the curriculum so as to better achieve the effect of training the sales elite. B. requires handouts to be suitable for Intel's developing market demand. The contents of the lecture must be suitable for the market operation of Intel. At the same time, we should analyze and integrate the market economy in today's society and improve the combat effectiveness of the students.
In conclusion, all lecturers in the training section of our national headquarters of human resources have been complying with the leadership of the company. In response to the general call of the company, combined with the strategic objectives of the company, adhering to the principle of training and replenish a large number of qualified salesmen for the first-line market, the leaders should supervise and criticize them.
Editor: vivi
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