B制药公司销售人员流失问题的原因及其对策研究

发布时间：2018-05-28 08:47

本文选题：销售人员 + 流失率　；参考：《华东理工大学》2013年硕士论文

【摘要】：销售人员的流失率居高不下给医药企业带来巨大压力。如何留住人才、激励人才成为医药企业人力资源管理的核心内容。本文通过对B制药公司销售人员流失问题的研究,提出医药企业控制销售人员流失率的对策,从而对其他企业起到借鉴作用。本文分析了医药行业及销售人员的现状,通过对销售人员的访谈和问卷调查的分析,从公司层面、销售人员个人层面、社会层面针对销售人员流失产生主要影响的因素,并分析了公司在销售人员招聘、培训以及激励机制中存在的问题。结合相关的激励理论,对B制药公司销售人员的招聘、培训、有效的激励机制的建立和销售人员的职业生涯规划等方面提出了建议,对提高销售人员对公司的忠诚度和满意度具有一定的指导意义。针对B制药公司薪酬管理和绩效考核存在的问题,建议B制药公司通过销售提成率把薪酬和绩效考核的结果结合起来的方法,起到薪酬公平、激励的作用。根据B制药公司的现状,通过综合分析,制定比较合理的绩效指标,解决现在绩效指标单一,不能公平考核销售人员的问题,减少销售人员流失的可能性。同时设定基于人才流失的预警指标,建立人才流失的预警机制,加强对员工流失规章管理。通过本文,可以了解到管理销售人员可能遇到的一些常见问题,以及相关的一些解决方法,同时也可以了解一些销售管理的实际技能,具有一定的现实意义。
[Abstract]:The high turnover rate of sales staff brings great pressure to pharmaceutical enterprises. How to retain talents and motivate them is the core of human resource management in pharmaceutical enterprises. Based on the study of the loss of sales staff in pharmaceutical company B, this paper puts forward the countermeasures to control the turnover rate of sales personnel in pharmaceutical enterprises, which can serve as a reference for other enterprises. This paper analyzes the current situation of the pharmaceutical industry and sales personnel, through the interview of sales personnel and questionnaire analysis, from the company level, sales personnel personal level, the social level of the main factors affecting the turnover of sales personnel, It also analyzes the problems existing in the recruitment, training and incentive mechanism of sales personnel. Combined with the relevant incentive theory, this paper puts forward some suggestions on the recruitment, training, establishment of effective incentive mechanism and career planning of sales personnel in B Pharmaceutical Company. To improve the loyalty and satisfaction of sales personnel to the company has certain guiding significance. In view of the problems existing in the compensation management and performance appraisal of B pharmaceutical company, it is suggested that B pharmaceutical company combine the compensation with the result of performance appraisal through the sales commission rate to play the role of compensation fairness and incentive. According to the present situation of B pharmaceutical company, through comprehensive analysis, we can make more reasonable performance index, solve the problem that the performance index is single, can not evaluate the sales staff fairly, and reduce the possibility of the loss of sales personnel. At the same time, it sets up the early warning index based on the brain drain, establishes the early warning mechanism of the brain drain, and strengthens the regulation management of the staff turnover. Through this article, we can understand some common problems that management salespeople may encounter, and some related solutions, but also can understand some practical skills of sales management, which has certain practical significance.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F426.72

【参考文献】