| Summary: | 碩士 === 實踐大學 === 企業管理學系碩士在職專班 === 104 === The leasing industry has been playing an important part in finance industry in Taiwan. Compared to banks, the leasing company offers flexible services because of the competencies of trained sales persons. It is a pity that it is difficult to find related researches and dissertations about leasing salespersons’ competencies.
This study was designed to assist the leasing salespersons to develop their competencies by listing the advantages and disadvantages of existing abilities and resources. This study adopted the case study research method. Having chosen eight leasing salespersons of A Finance Company as subjects, we collected and collated information through in-depth interviews and then constructed their own personal business model canvas. By listing the advantages and disadvantages of the subjects and analyzing between different individual business model canvases, the feasible competency development strategies for leasing salespersons are suggested as the following:
The market development strategies:
1. Target specific groups of customers and never neglect other potential customers.
2. Make good use of transferred customers from other units
3. Join social groups to develop interpersonal relationship and learn from one another
4. Utilize knowledge through self-experience as well as the service model to express the characteristics of the products
5. Perform planning and controlling effectively and efficiently
Customer relationship strategies
1. Care about customers’ situations and demands at any time
2. Do Remarketing to present customers
3. Earn trust from customers professionally
4. Use the internet applications to increase service efficiency and degree
Value improvement strategies
1. Offer successful paradigm to customers
2. Shape professional and successful image
3. Upgrade self-value diversely and let customers feel it too
4. Keep on learning and adjust self-competencies flexibly
Keywords: leasing industry, competency, leasing salesperson, business model, personal business model canvas
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