瓦锡兰中国销售人员激励问题的研究

发布时间：2018-06-21 20:22

  本文选题：人力资源 + 销售人员　； 参考：《大连海事大学》2013年硕士论文

【摘要】：人力资源是现代企业管理中的战略性资源,也是影响企业发展的最关键的因素之一,而激励开发是人力资源管理的重要手段。企业实行激励机制的最根本的目的是正确地诱导员工的工作动机,使他们在实现组织目标的同时又实现自身的需要,增加其满意度,从而使他们的积极性和创造性保持和发扬到最佳状态,并为企业的长期经济效益及发展提供有效的保障。因此建立一套科学的有效的激励机制直接关系企业的生存和发展。在企业激励机制的创建中,不能忽视人的需要的作用,只有建立以人为本的激励机制,才能使其在企业的生存和发展中发挥巨大的作用。然而企业的销售工作是面临目前国内外市场全球化竞争日益激烈的一个重大挑战,也是企业可持续发展的前进动力,因此,企业做好销售工作尤为重要。销售工作是一项富有挑战性和创造性的工作,与其它职位相比,销售工作为希望独立和自由运作的人提供了良好的机会,同时也是一个巨大的挑战,因此销售工作是一份很有吸引力的职业。但事实上,对船舶配套企业的销售人员而言‘,许多船舶配套企业都面临着销售人员流失率高,业绩下滑的困扰。本文通过对瓦锡兰公司销售人员激励问题的研究来反映该公司对此方面存在的一些问题。企业之间的竞争实际上是人才之间的竞争,谁掌握了人才,谁就掌握了市场竞争的主动权。如何防止瓦锡兰公司优秀销售人员流失,维持企业人才优势,保持企业销售人员的战斗力,也是该企业人力资源部门工作的重要部分。本文将采用相关理论描述和实际案例分析相结合的研究方法,探讨和研究瓦锡兰公司激励销售人员的可行方法,使该企业销售人员激励方法更具有针对性、实用性和有效性,实现企业和销售人员共同发展。
[Abstract]:Human resource is the strategic resource in modern enterprise management, and it is also one of the most important factors that affect the development of enterprise, and incentive development is an important means of human resource management. The most fundamental purpose of enterprise incentive mechanism is to correctly induce employees' work motivation, so that they can realize their own needs while achieving organizational goals, and increase their satisfaction. So that their enthusiasm and creativity to maintain and carry forward to the best state, and for the long-term economic benefits and development of enterprises to provide effective protection. Therefore, the establishment of a scientific and effective incentive mechanism is directly related to the survival and development of enterprises. In the establishment of enterprise incentive mechanism, the role of human needs can not be ignored. Only by establishing a people-oriented incentive mechanism can it play a great role in the survival and development of enterprises. However, the sales work of the enterprise is facing the domestic and foreign market globalization competition increasingly fierce challenge, is also the enterprise sustainable development forward motive force, therefore, the enterprise completes the sale work is particularly important. Sales work is a challenging and creative job. Compared with other positions, sales work provides a good opportunity for people who want to work independently and freely. It is also a great challenge. So a sales job is an attractive job. But as a matter of fact, many ship supporting enterprises are faced with the problem of high turnover of sales personnel and declining performance. In this paper, we study the incentive problem of sales staff in Wachelan Company to reflect some problems in this respect. The competition between enterprises is actually the competition between talents, who grasps the talent, who grasps the initiative of market competition. How to prevent the loss of outstanding sales personnel, maintain the advantage of talents and maintain the combat effectiveness of sales personnel is also an important part of the human resources department of the company. This paper will adopt the research method of combining relevant theory description and practical case analysis, discuss and study the feasible method of motivating salesperson in Wasselan Company, and make the incentive method of salesperson in this enterprise more pertinence, practicability and effectiveness. To achieve the common development of enterprises and sales personnel.
【学位授予单位】：大连海事大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F416.474

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本文编号：2049894