自改革开放以来，中国白酒产量供不应求，国家对于白酒行业政策的不断调整，白酒行业先后进入蓬勃发展、行业调整、迭代升级、再次腾飞的循环发展时期。A公司是一家从事某一线白酒品牌系列产品的全国总经销公司，在当前宏观经济低迷的竞争市场中，销售业绩压力与日俱增，对于销售经理的人员管理要求也越来越高，销售经理成为A公司短期业绩达成以及未来高质量可持续发展的关键因素。

       首先，本研究通过国内外能力素质模型的相关研究，梳理出能力素质模型的定义内涵、能力素质要素提取、评价方法等内容，同时借鉴管理学相关理论、冰山模型、洋葱模型、金字塔模型、蜂窝结构等，为本研究销售经理能力素质模型构建提供了现实借鉴价值和理论基础；其次，本研究通过问卷调查法、访谈法等，发现和剖析A公司销售经理在人员管理中存在的问题和原因，如“选拔聘用缺乏可量化的标准”“培养内容针对性不强”“考核激励精准性不够”等，以此总结出通过构建销售经理能力素质模型从根源上改进这些问题，接着通过对公司战略、公司文化、角色定位等文献资料进行提炼，梳理出销售经理应具备的能力素质要素，再结合问卷调查、访谈法等进行验证，明确能力素质要素的定义和等级标准，最终构建出销售经理能力素质模型，分为通用能力、可转移能力和独特能力共计15项能力素质要素，并进行等级划分；最后，把销售经理能力素质模型分别应用在选拔聘用、培养使用、考核激励三个方面，对销售经理人员管理现状进行改进实践，并从制度、人才、资金等方面提出相应保障措施。

      本研究结果，可快速提升A公司内部团队管理水平，并有效支撑A公司中长期业绩指标达成，也大幅提高A公司应对当前宏观经济低迷的竞争力，另外也能为白酒行业在销售团队管理经验探索方面提供借鉴参考。

         Since reform and opening up,the output of Chinese Baijiu has been in short supply.The national policies on the Baijiu industry have been continuously adjusted.As a result,the Baijiu industry has entered a period of cyclical development,including vigorous development,industry adjustment,iterative upgrading,and re-takeoff.Company A is a national general distribution company engaged in a series of Baijiu brand products.In the current competitive market with a depressed macro-economy,the pressure on sales performance is increasing day by day.Consequently,the requirements for personnel management of sales managers are also on the rise.Sales managers have become the key factors for Company A to achieve short-term performance and high-quality sustainable development in the future.

          Firstly,through relevant research on competency models at home and abroad, the article summarizes the definition and connotation of competency models,the extraction of competency elements,and evaluation methods.At the same time,it draws on management theories such as iceberg models,onion models,pyramid models,and honeycomb structures,providing practical reference value and theoretical basis for the construction of the sales manager competency model in this article.Secondly,the article employs methods such as questionnaire surveys and interviews to discover and analyze the problems and reasons existing in the personnel management of sales managers in Company A,such as the lack of quantifiable selection and employment standards,the lack of targeted training content,and insufficient accuracy of assessment and incentives.Based on this,it summarizes how to improve these problems fundamentally by constructing a sales manager competency model.Then,through the extraction of literature on company strategy,company culture,and role positioning,the competency elements that sales managers should possess are sorted out.Combined with questionnaire surveys and interview methods,verification is carried out to clarify the definition and level standards of competency elements.Finally,a sales manager competency model is constructed,divided into 15 elements,including general ability,transferable ability,and unique ability,and graded accordingly.Finally,the sales manager competency model is applied to three aspects:selection and employment,training and utilization,and assessment and incentive.This will standardize and improve the current situation of personnel management for sales managers and provide corresponding guarantee suggestions from the aspects of system,talent,and funds.

         The research results of this paper can rapidly enhance the internal team management level of Company A.It can effectively support the achievement of Company A's medium and long-term performance indicators,and significantly improve Company A's competitiveness to cope with the current macroeconomic downturn.Additionally,it can also provide a reference for the Baijiu industry in exploring sales team management experience.

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