半導體零組件銷售人員之教育訓練與企業績效之相關性研究

Abstract

半導體業是台灣最重要的產業之一，但近年來面對激烈的國際競爭，想維持企業競爭力，人力資源的發展是其中關鍵。除了對外延攬人才，也應向內培育人才，因此，教育訓練的重要性更是不可言喻。 本研究旨在探討半導體業銷售人員的教育訓練對企業績效之關係，欲瞭解半導體業如何透過合適的教育訓練內容及方式提昇企業績效，以提供半導體業對銷售人員教育訓練之參考。 根據本研究實證結果，在教育訓練課程內容方面，行銷類對財務績效有顯著的正向影響、企業經營管理類對營運績效有顯著的正向影響、自身能力提昇類對組織行為績效有顯著的正向影響。 在教育訓練制度方面，制度、訓練方式的不同對企業績效的影響層面也有所差異。建議透過設置內部訓練機構與內部講師、進行訓練前需求評估、個別課程規劃、提高課程多樣化程度、學徒制訓練、訓練結束立即實施成效評估等方式來提高企業績效。 教育訓練的課程內容與制度，確實能提升企業績效。建議半導體業者在銷售人員的教育訓練上，需選擇合適的課程內容，搭配完善的訓練需求評估分析、課程規劃、課程執行與成效評估，方能達到事半功倍的效果與企業績效成長之目的。

The semiconductor industry is one of the most important industries in Taiwan, but it has been facing fierce global competition in recent years. Under such kind of circumstance, human resources’ development is vital for maintaining the competitiveness of enterprises. In addition to recruiting talents, the enterprises should also nurture talents inside. Therefore, the importance of education training is inexpressible. The purpose of this study is to investigate the relationship between the education training of semiconductor industry’s sales personnels and business performance, and to learn how to improve semiconductor companies’ business performance through adapting appropriate education curriculum contents and training ways. It can be the reference for semiconductor industry to develop education training system for salespersons. In the aspect of education training’s curriculum contents, the substantial research results came out the marketing course category has significantly positive affection on the financial performance; business management course category has prominently positive affection on the operational performance; and the course category of self development and improvement has significantly positive influence on the organizational performance. With different education training systems and approaches, the influence on business performance also varies. It is recommended to improve enterprise performance through the establishment of company’s own training institution and internal lecturers, proceeding needs assessment before training, planning the individual or customized programs, increasing the curriculum diversification, training of apprenticeship, and immediate implementation of the effectiveness assessment after the end of training. Essential curriculum and facilitated system of the education training can indeed improve business performance. The semiconductor industry enterprises are advised to have the systematic procudures on salespersons’ education training to achieve multiplier effects and business performance growth, including appropriate curriculum contents selection, comprehensive training needs assessment analysis, curriculum planning, curriculum implementation, and effectiveness assessment of education training.