E公司销售部门薪酬体系研究

发布时间：2018-01-11 00:05

本文关键词：E公司销售部门薪酬体系研究　出处：《华东理工大学》2017年硕士论文　论文类型：学位论文

【摘要】：薪酬管理作为一项人力资源管理中的核心职能战略管理工作,对于企业起到了吸引人才、保留人才和激励人才的作用,也可以激发员工的积极性、主动性和创造性。通过有效的薪酬管理,可以使企业和员工实现双赢的目标。销售部门是企业实现利润的重要支撑,是满足市场需求的重要部门,对于一个企业起着至关重要的作用。因此,销售人员的薪酬体系管理成为销售部门管理的重中之重。本文选取E公司销售部门为研究对象,介绍了E公司销售部门的基本情况和因大规模并购产生的影响,研究分析了薪酬体系现状与特点,指明了目前薪酬管理与薪酬体系中存在问题及其产生原因,提出了针对E公司销售部门的薪酬体系改进措施和建议。本文基于相关薪酬理论和激励理论的研究成果,对于E公司销售部门薪酬体系的改革、优化和改进建议中,如薪酬体系制定、执行和评估阶段的改进方案等,可以为类似行业背景和公司规模的同类型企业提供值得借鉴的解决方案。在全球商业环境快速变化与发展的影响下,应注意不断地变革与创新,以面对未来的销售薪酬管理,达到对销售人员的最优激励,从而使销售部门成为连接公司与客户的关键桥梁,成功地吸引和留住客户。
[Abstract]:Salary management as a core function of human resources management strategic management work for enterprises to attract talent retain and motivate the role of talent can also stimulate the enthusiasm of employees. Initiative and creativity. Through effective compensation management, enterprises and employees can achieve win-win goals. Sales department is an important support for enterprises to achieve profits, is an important department to meet market needs. Therefore, the salary system management of sales personnel has become the most important part of sales department management. This paper selects E company sales department as the research object. This paper introduces the basic situation of sales department of E Company and the influence caused by large-scale M & A, studies and analyzes the present situation and characteristics of compensation system, and points out the existing problems and causes in the current salary management and compensation system. Based on the research results of the relevant compensation theory and incentive theory, this paper will reform the compensation system of E company sales department. Optimization and improvement proposals, such as compensation system development, implementation and evaluation phase of the improvement program. It can be used as a reference solution for similar enterprises with similar industry background and company size. Under the influence of the rapid change and development of the global business environment, we should pay attention to the constant change and innovation. In order to face the future sales compensation management, to achieve the best incentive to the sales staff, so that the sales department become a key bridge between the company and customers, and successfully attract and retain customers.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F

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