摘 要
伴随着全球经济的飞速发展，企业面临经济全球化等诸多变化，市场竞争日
趋热烈，如何在此种环境下提高自身核心竞争力，成为企业在复杂的市场变化中
竞争成败的关键因素。本文首先介绍了四川绵竹川润化工有限公司的发展现状，
明确本文的研究背景；其次，本文简单地介绍了胜任力模型、绩效管理的相关理
论基础；再次，本文对川润公司的内外部环境和所存在的问题进行了分析；接着，
本文介绍了如何构建川润公司销售团队的胜任力模型，如何对川润公司的销售团
队进行绩效管理。

本文从胜任力模型和绩效管理的角度探讨了川润公司如何构建和管理自己的
销售团队。通过建立销售团队的胜任力模型和有效的绩效管理方案，把公司的战
略目标和销售部门的目标语职责相结合，有效提高销售团队的整体水平，打造一
支优秀的销售团队，促进企业的不断发展。

关键词：销售团队，胜任力，绩效管理，薪酬，沟通

Abstract
With the rapid development of the global economy, enterprises are facing many
changes such as economic globalization. Market competition has become increasingly
heated. In such an environment, how to improve their core competitiveness has been the
key factor which determines the success or failure in the complex changes of market.
The study introduces the development status of Sichuan Mianzhu Chuanrun Chemical
Development Co., Ltd, and clears the background of this research firstly. Secondly, this
article briefly describes the relevant theoretical basis for competency model and
performance management. Again, the internal and external environment and the
problems of Chuanrun Chemical Development Co., Ltd are analyzed. Then, this article
describes how to build the competency model and to manage performance of the sales
team of Chuanrun Chemical Development Co., Ltd.
In this paper, we investigate that Chuanrun Chemical Development Co., Ltd builds
and manages its own sales team from competency model and performance management.
Through the establishment of competency model and effective performance
management program of the sales team, the company combines strategic goals and
responsibilities of sales department to effectively improve the overall level of sales team,
and builds an excellent sales team to promote business development.
Keyword：sales team, competency, performance management, salary, communication