文档介绍：酒店管理会所__喜达屋酒店管理集团销售人员招聘甄选标准
Sales Selection ToolsDevelopment & Implementation OverviewUpdated: June 23, 2006Implementation anizational CapabilityGlobal SalesGlobal HR
Contents??Overview??Tool Development & Study Results??Process Impact??Tool Utilization??Implementation Notes??Appendix2011/11/291Starwood Hotels & Resorts -Confidential
Overview
Overarching Goal:Maximize the Selection ProcessIncrease the Number of Strong Sales CandidatesCandidate =Reduce the Time Spent “Profitability”Evaluating CandidatesHired the best of the best and the new hires were well worth the time spent2011/11/293Starwood Hotels & Resorts -Confidential
Improve Sales Hiring ProcessEvaluation Pre-ImplementationSelection Process Pre-Implementation (Screening Discussion, .)2011/11/294Starwood Hotels & Resorts -Confidential
Improve Sales Hiring ProcessModel World-Class EvaluationSelection Process Pre-Implementation (Screening Discussion, .)+Fundamental attributes??Difficult to teach or train??Are related to job performance??Can be assessed2011/11/295Starwood Hotels & Resorts -Confidential
Return on InvestmentThe tools are designed to provide…BenefitImpactBetter ??Eliminate candidates likely to be poor CandidatesperformersMore Time??Spend more time on stronger candidates??Understand a candidate’s experience andIncreased abilitiesConfidence??Hire for attitude, train for skillGreater ??Stronger candidates make bigger contributions, Productivitsoonery2011/11/296Starwood Hotels & Resorts -Confidential
Sales Selection Initiative:Global FocusTool ConstructionPhased Research AreaImplementationApproachStudySellerLeaderNADJuly 2005Phase 1Leader -Australia, April Seller -Native Phase 1 September 2005Fiji2005Phase 1 AllEnglishAllUK, IrelandOctober 2005APDSeller –APDJuly 2006*Phase 2Leader -Seller –Additional Nov -Dec. EAME July 2006Phase 2 EAME8 2005AlllanguagesLADSeller –LADJul*y J a2p0an0,6 Korea, India/Bangladesh targeted for October 2006Phase 2 Languages:??Bahasa (