F公司销售人员的薪酬激励研究

发布时间：2018-03-01 09:00

本文关键词： F公司企业管理薪酬激励销售人员　出处：《广东外语外贸大学》2016年硕士论文　论文类型：学位论文

【摘要】：一家企业的产品再好,也要卖得出去才能实现它的价值和创造利润,而作为公司的窗口销售人员就是把产品卖给用户以实现产品价值的人。销售人员的工作结果直接影响着公司的业绩和利润,甚至是公司的存亡。因此销售人员是整个公司员工中很重要的人力资源。如何激励销售人员是一家企业在销售管理中非常重要问题。建立一套有效合理的薪酬激励制度对企业实现有效的销售管理有着重要的意义。本文以F公司为研究案例,回顾过往使用过的激励制度和对公司各发展阶段的研究,参考国内外销售管理和薪酬管理理论以及目前市面上使用较为广泛的激励方式,给F公司制定一套合理的薪酬激励制度。本文第一章首先做论文的总体介绍,描述论文的写作背景—F公司目前的销售人员的薪酬激励制度已经不能满足目前的发展状况,因为这个激励制度要求既能达到激励销售人员的目的,又能使公司的利益最大化,显然目前已不能同时满足这两个条件了。在这章中还指出研究的意义和目的,通过研究国内外各种销售人员的激励制度,研究出一套合适F公司的激励制度。本章还提出文章的研究方法,案例研究,最后并介绍论文的逻辑结构。第二章文献综述介绍了国内外的一些激励理论研究和目前大部分企业使用的激励方式,并分析各种理论和方式的优劣情况。第三章介绍案例F公司的情况,包括F公司的概况,财务状况,销售人员的基本状况,现有销售人员的薪酬激励制度,曾用的薪酬激励制度,并介绍相对应阶段的发展背景情况,本章还介绍了同行业其他公司使用的薪酬制度,以供参考。第四章案例分析是本文的核心部分,根据案例的描述,存在的问题,基于激励理论的引导,结合公司发展的阶段的具体情况进行分析,制作一套合适F公司的激励制度。第五章建议,按照上章案例分析的结果,结合公司的具体情况给F公司提出创新的建议,重新建立公司新的销售人员薪酬激励制度,即底薪加阶梯式提成加赛马制度的组合制度。
[Abstract]:No matter how good the product of an enterprise is, it must be sold in order to realize its value and create profits. As the window salesperson of the company, it is the person who sells the product to the user to realize the value of the product. The working result of the salesperson directly affects the company's performance and profit. Even the survival or death of the company. Therefore, sales staff is a very important human resource in the whole company. How to motivate the sales personnel is a very important issue in the sales management of an enterprise. Establish a set of effective and reasonable salary incentives. Incentive system is of great significance for enterprises to achieve effective sales management. Reviewing the incentive systems used in the past and the studies of the company at various stages of its development, referring to the theories of sales management and compensation management at home and abroad, as well as the more widely used incentive methods in the market at present, Make a set of reasonable salary incentive system for F Company. The first chapter of this paper first do a general introduction of the paper, describe the writing background of the paper-F company's current salary incentive system of sales personnel can not meet the current development situation. Because this incentive system requires that both the purpose of motivating salespeople and maximizing the interests of the company can be achieved, it is obvious that at present these two conditions can not be met at the same time. In this chapter, the significance and purpose of the research are also pointed out. By studying the incentive system of various sales personnel at home and abroad, a set of suitable incentive system for F Company is developed. This chapter also puts forward the research method of the article, case study, Finally, the logical structure of the thesis is introduced. The second chapter introduces some domestic and foreign incentive theory research and incentive methods used by most enterprises at present. The third chapter introduces the case of company F, including the general situation of company F, the financial situation, the basic situation of sales personnel, the current salary incentive system of sales personnel, This chapter also introduces the compensation system used by other companies in the same industry for reference. Chapter 4th case analysis is the core part of this paper, according to the description of the case. The existing problems, based on the guidance of incentive theory, combined with the specific situation of the development of the company to make a set of appropriate F company incentive system. 5th recommendations, according to the results of the case study in the previous chapter, According to the concrete situation of the company, this paper puts forward some innovative suggestions to company F, and reestablishes the new salary incentive system of sales personnel, that is, the combination system of bottom salary plus step by step system of commission and racehorse racing.
【学位授予单位】：广东外语外贸大学
【学位级别】：硕士
【学位授予年份】：2016
【分类号】：F272.92;F416.8

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