电气配件行业销售团队执行力影响因素的研究

发布时间：2018-02-15 19:01

本文关键词： 电气配件行业执行力影响因素销售团队　出处：《华北电力大学》2013年硕士论文　论文类型：学位论文

【摘要】：国内中小企业已经成为国民经济支柱中最有活力的力量,但管理不够完善,执行力低,已经成为制约企业长远发展的瓶颈。在中小企业中,销售部门是影响公司业绩的关键部门,因此,对销售团队管理是公司管理的重点和难点,直接关乎企业的未来。本文基于国内外对于执行力的相关研究成果,立足于电气配件行业,采用定性与定量相结合分析的方法,从销售人员个人和公司团队两个方面对团队执行力的构成和影响因素进行探讨和分析。研究结果表明,电气配件行业中销售执行不畅是多数企业的发展瓶颈。本次研究结果表明,个人执行力是团队执行力的基础,个人执行力中的个人意愿,个人特质,知识技能,洞察力,沟通能力五种因素直接制约销售人员业绩；执行环境及执行文化中的组织认同、绩效管理、公司培训、激励机制、薪酬制度五种因素直接影响团队的执行力。团队执行力和个人执行力的矩阵分析结果表明：在电气配件行业,销售团队管理中,五种因素对团队执行力影响程度不同,由大到小分别为：绩效管理、公司培训、组织认同、激励机制、薪酬制度。通过销售团队执行力影响因素的研究,一方面,有利于从整体上提升销售团队的执行力,另一方面,有利于提升销售人员个人执行力,使销售人员能够清楚地认识到胜任销售岗位所必须自身的条件和能力,指导自身职业生涯规划。此外,个人执行力和团队执行力的影响因素也为公司在销售人员的选聘和培训提供有力的参考依据。
[Abstract]:Domestic small and medium-sized enterprises have become the most dynamic force in the pillar of the national economy, but the management is not perfect and the execution ability is low, which has become the bottleneck restricting the long-term development of enterprises. In the small and medium-sized enterprises, The sales department is the key department which affects the company's performance. Therefore, the management of the sales team is the key and difficult point of the company management, which is directly related to the future of the enterprise. In this paper, based on the domestic and foreign research results on executive power, based on the electrical accessories industry, the qualitative and quantitative analysis method is adopted. The composition and influencing factors of team execution are discussed and analyzed from two aspects: individual salesperson and company team. The results show that, The results of this study show that personal execution is the basis of team execution, individual will, personal characteristics, knowledge and skills, insight, etc. Five factors of communication ability directly restrict the performance of sales personnel; organizational identity, performance management, company training, incentive mechanism in executive environment and executive culture, The results of matrix analysis of team execution and personal executive power show that in the electrical accessories industry, the five factors have different influence on the team executive ability in the electric parts industry, the sales team management, and the sales team management, and the effect of the five factors on the team execution is different. From big to small are: performance management, company training, organizational identity, incentive mechanism, compensation system. On the one hand, through the study of the factors affecting the executive power of the sales team, on the one hand, it is advantageous to enhance the executive power of the sales team as a whole, on the other hand, it is conducive to the promotion of the personal execution ability of the sales. To enable sales personnel to clearly understand the necessary conditions and abilities for a sales position to guide their career planning. Personal execution and team execution also provide a strong reference for the company in the selection and training of sales personnel.
【学位授予单位】：华北电力大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F426.6

【参考文献】