跨国制药企业一线销售队伍的人才管理研究

发布时间：2018-05-29 15:24

本文选题：一线销售员工 + 人才管理　；参考：《华南理工大学》2013年硕士论文

【摘要】：制药行业的飞速发展以及中国市场的巨大潜力，吸引了很多跨国制药企业进行投资。人才是保证企业得以长久发展的基本要素，面对激烈的竞争，要保持企业稳定的市场增长和实现企业的战略目标，跨国制药公司之间开展了对人才的争夺战。人才管理能够帮助企业和个人最佳地发挥其长期优势，为组织提供持续的人才供应，使公司在与竞争对手的抗衡中保持竞争优势。 L公司是一家全球性的以研发为基础的医药公司，世界500强企业之一。L公司的战略目标是成为中国成长最迅速的制药企业，最卓越的员工，最优秀的公司。拥有一支优秀的一线销售队伍，是决定着公司能够取得成功的重要因素。加强人才管理可以帮助L公司招募、识别、发展、管理和留任一线销售员工，使公司增强竞争力，实现可持续发展。首先，本文采用文献研究法，搜集和查阅了相关文献，整理出有关人才管理的概念、理论和模型；通过与传统人力资源管理的比较，突出了人才管理的创造性、持续性和整体性，从而为本文的研究奠定了基础。然后，通过问卷调查法，诊断出L公司一线销售队伍目前存在的人才管理问题，分析出一线销售员工对管理层的信心、目前的工作成绩缺乏上级的认可、希望获得更高的收入及更高的销售奖金，得到更多的发展机会等方面不满意，都增加了人员流失的风险。最后，，应用分析归纳法，在人才管理的文献资料基础上，结合员工满意度问卷调查得出的结果，论文提出，从目标选才、绩效管理、个人发展、内部激励四个具体方面，来优化L公司人才管理的选人机制、用人机制、育人机制、留人机制，从而帮助L公司打造人才供应链，确保L公司通过吸引、发展、保留并有效使用一线销售员工来提高业绩，实现公司的战略目标。
[Abstract]:The rapid development of the pharmaceutical industry and the huge potential of the Chinese market have attracted many multinational pharmaceutical enterprises to invest. Talent is the basic factor to ensure the long-term development of enterprises. In the face of fierce competition, to maintain stable market growth and achieve the strategic objectives of enterprises, multinational pharmaceutical companies have launched a battle for talents. Talent management can help enterprises and individuals to give full play to their long-term advantages, provide a continuous supply of talent for organizations, and enable companies to maintain competitive advantage in the competition with their competitors. L is a global R & D based pharmaceutical company, one of the top 500 companies in the world, the strategic goal of the company is to become the fastest growing pharmaceutical companies in China, the most outstanding employees, the best companies. Having an excellent first-line sales team is an important factor that determines the success of the company. Strengthening talent management can help company L to recruit, identify, develop, manage and retain front-line sales staff, so that the company can enhance its competitiveness and achieve sustainable development. First of all, this paper collects and consults the relevant literature by literature research, collates the concept, theory and model of talent management, and highlights the creativity of talent management by comparing it with traditional human resource management. The continuity and integrity lay the foundation for the research of this paper. Then, through the method of questionnaire, we diagnose the talent management problems existing in the first-line sales team of L Company, analyze the confidence of the front-line sales staff to the management, and lack the approval of the superiors in the current work results. The desire for higher income and higher sales bonuses, more development opportunities, and so on, all increase the risk of staff loss. Finally, based on the literature of talent management and the result of employee satisfaction survey, the paper puts forward four specific aspects: target talent selection, performance management, personal development, internal motivation. To optimize the talent selection mechanism, employment mechanism, education mechanism, retention mechanism of L Company, so as to help L Company build a talent supply chain and ensure that L Company develops through attracting and developing. Retain and effectively use front-line sales staff to improve performance and achieve the company's strategic goals.
【学位授予单位】：华南理工大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F416.72

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