CY品牌销售人员绩效管理体系优化设计
发布时间：2018-08-24 10:25
【摘要】：近几十年来,人类赖以生存的环境在市场经济与工业文明持续不间断的冲击下也发生了翻天覆地的变化。经济利益给人们带来各种好处,也带来了各种癌症以及安全事件频发、新型流感病毒肆虐等等。人类对自身健康的关注一时提升到前所未有的高度,催生了对保健品持续增长的需求,最直观的体现是人类在保健产品上的消费自上世纪90年代以来的几乎每年都能以10%以上的速率逐年上升,医药保健行业亦跻身WTO所列增长最快的行业。然而,保健品行业蓬勃发展期间暴露出的一大顽疾,业已成为制约其健康发展的重要因素,即对行业销售工作人员的绩效管理与激励机制的缺失。基于上述背景,本文选取保健品行业的代表企业CY品牌作为研究对象进行深入分析。首先,本文基于所获取的资料对CY品牌的基本概况作简单介绍,比较具体地分析了CY品牌的业务线、组织架构、队伍建设以及现行激励制度。然后在获取销售工作人员的需求及其对现行激励制度满意度的基础上,深入剖析了CY品牌销售人员激励机制存在的问题。最后,基于上述分析,结合其他公司的成功经验,提出了针对性的完善CY品牌现行销售激励制度的具体措施和建议,以期丰富和优化CY品牌高端业务线的绩效管理方法,以使保健品市场上的其他企业在完善销售绩效管理流程时有一个有益借鉴。
[Abstract]:In recent decades, the environment on which human beings depend has changed dramatically under the constant impact of market economy and industrial civilization. Economic benefits bring people a variety of benefits, as well as a variety of cancer and safety incidents, new influenza viruses and so on. The concern of human beings for their own health has been raised to an unprecedented level, which has given birth to a growing demand for health care products. The most intuitive manifestation is that human consumption on health care products has been increasing at a rate of more than 10% every year since the 1990s, and the medical and health care industry also ranks among the fastest growing industries listed by WTO. However, during the vigorous development of the health products industry, a major persistent disease has been exposed, which has become an important factor restricting its healthy development, that is, the lack of performance management and incentive mechanism for the sales staff in the industry. Based on the above background, this paper selects the representative enterprise CY brand of health products industry as the research object. Firstly, based on the obtained data, this paper briefly introduces the basic situation of CY brand, and analyzes the business line, organizational structure, team building and current incentive system of CY brand in detail. Then, on the basis of obtaining the demand of sales staff and satisfaction with the current incentive system, this paper deeply analyzes the problems existing in the incentive mechanism of CY brand sales personnel. Finally, based on the above analysis, combined with the successful experience of other companies, this paper puts forward specific measures and suggestions to improve the current sales incentive system of CY brand, in order to enrich and optimize the performance management methods of the high-end business line of CY brand. In order to make other enterprises in the health products market to improve the sales performance management process has a useful reference.
【学位授予单位】：江西师范大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F426.72
本文编号：2200527
[Abstract]:In recent decades, the environment on which human beings depend has changed dramatically under the constant impact of market economy and industrial civilization. Economic benefits bring people a variety of benefits, as well as a variety of cancer and safety incidents, new influenza viruses and so on. The concern of human beings for their own health has been raised to an unprecedented level, which has given birth to a growing demand for health care products. The most intuitive manifestation is that human consumption on health care products has been increasing at a rate of more than 10% every year since the 1990s, and the medical and health care industry also ranks among the fastest growing industries listed by WTO. However, during the vigorous development of the health products industry, a major persistent disease has been exposed, which has become an important factor restricting its healthy development, that is, the lack of performance management and incentive mechanism for the sales staff in the industry. Based on the above background, this paper selects the representative enterprise CY brand of health products industry as the research object. Firstly, based on the obtained data, this paper briefly introduces the basic situation of CY brand, and analyzes the business line, organizational structure, team building and current incentive system of CY brand in detail. Then, on the basis of obtaining the demand of sales staff and satisfaction with the current incentive system, this paper deeply analyzes the problems existing in the incentive mechanism of CY brand sales personnel. Finally, based on the above analysis, combined with the successful experience of other companies, this paper puts forward specific measures and suggestions to improve the current sales incentive system of CY brand, in order to enrich and optimize the performance management methods of the high-end business line of CY brand. In order to make other enterprises in the health products market to improve the sales performance management process has a useful reference.
【学位授予单位】：江西师范大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F426.72
【参考文献】
相关期刊论文 前10条
1 侯玉珠;陈博;;关于中小民营企业管理中如何运用绩效考核机制的思考[J];福建质量管理;2016年04期
2 周丽娜;刘丹;;强化绩效沟通 提升绩效管理[J];中国电信业;2016年04期
3 贺璐;;初探绩效考核在人力资源管理中的作用[J];人力资源管理;2016年04期
4 陈焱;;国内企业绩效管理存在问题分析[J];经营管理者;2016年09期
5 李霆;;企业绩效管理问题探析[J];中外企业家;2016年07期
6 朱艳艳;;市场经济条件下我国中小企业绩效考核指标调研分析报告——以销售人员为例[J];商场现代化;2016年06期
7 秦向东;;中小企业的绩效管理对激励制工资的影响研究[J];人才资源开发;2016年04期
8 刘彩莲;;企业绩效管理存在的问题及对策[J];福建质量管理;2016年02期
9 金波;;浅析人力资源绩效管理现存问题与解决对策[J];现代国企研究;2015年24期
10 薛晓霞;;企业人力资源管理绩效考核及其运用研究[J];现代国企研究;2015年24期
相关硕士学位论文 前4条
1 王晓梅;G公司绩效管理研究[D];暨南大学;2010年
2 王建;销售人员绩效管理研究[D];天津大学;2007年
3 刘宪华;北纺公司销售人员绩效管理研究[D];辽宁工程技术大学;2005年
4 何黎明;销售人员的绩效管理研究[D];首都经济贸易大学;2003年
，本文编号：2200527
本文链接：https://www.wllwen.com/guanlilunwen/jixiaoguanli/2200527.html
