微软中国经销商培训模式研究

发布时间：2018-01-07 23:17

本文关键词：微软中国经销商培训模式研究　出处：《西北农林科技大学》2013年硕士论文　论文类型：学位论文

【摘要】：随着中国经济的持续稳定增长，消费水平逐步提高，电子信息产业已经成为中国经济发展的支柱产业。微软中国从1995年进入中国市场后，无论从公司规模到销售业绩每年都有稳定增长，产品从十几种到现在的上百种，产品范围已经扩充到客户端、服务器平台、信息工具、商业解决方案、移动应用系统、嵌入式设备和家庭消费及娱乐。作为全球最大的软件公司，微软公司一直是新技术变革的领导者。在高度竞争的IT市场上，微软中国在业绩扩张的同时也带动了经销商规模的扩大，于是经销商培训需求成为公司关注的焦点问题。从品牌知识到产品种类，从销售技巧到成功解决方案等都需要通过高效的培训得以实现。而培训模式的选择对培训的效果及影响也起到了至关重要的作用。微软中国的迅速扩张所产生的对培训的需求已经远远超出了目前实施的培训模式，研究一套适合新形势的微软培训模式势在必行。论文以人力资源管理、企业文化、企业人才培养理论为指导，以微软中国经销商培训模式为研究对象，在借鉴国内外相关研究成果和深入微软中国公司实地调研的基础上，系统论述了经销商培训相关理论、培训模式在厂商、经销商中的重要关系，通过对比借鉴软件行业中其他公司经销商培训模式，分析出微软中国经销商培训模式的现状和部分问题。随后在结合问卷调查、对比分析等方法与理论基础相结合等方式，运用大量的数据及表格证明了微软新经销商培训模式提出的必然性。最后通过对调研结果详细分析，，结合国内外科学管理理念和有效管理方法，在充分考虑微软中国经销商培训自身特点的情况下，提出了符合微软中国新经销商培训模式，即传统教室培训与微软在线培训有效结合的一种新的整合式培训模式。论文研究得出以下三点结论：（1）传统经销商培训模式不能满足微软在中国市场扩张后的培训需求；（2）电子化培训将是软件业的另一个发展趋势；（3）灵活多样的培训方式不仅可以满足经销商自身的成长也可以带动业务增长。
[Abstract]:With the sustained and steady growth of Chinese economy and the gradual improvement of consumption level, electronic information industry has become the pillar industry of China's economic development. Since 1995, Microsoft China has entered the Chinese market. No matter from the company size to sales performance has a steady growth every year, products from a dozen to hundreds of today, the product range has been expanded to client, server platform, information tools, business solutions. Mobile applications, embedded devices and home consumption and entertainment. As the world's largest software company, Microsoft has been a leader in new technological changes in the highly competitive IT market. Microsoft China in the performance expansion also led to the expansion of the size of dealers, so the demand for dealer training has become the focus of the company's attention, from brand knowledge to product types. From sales skills to successful solutions, it needs to be achieved through efficient training. The choice of training model also plays a vital role in the effectiveness and impact of training. The rapid expansion of Microsoft china has produced. The demand for training has gone far beyond the current training model. It is imperative to study a set of Microsoft training model suitable for the new situation. Under the guidance of human resource management, corporate culture and enterprise talent training theory, this paper takes Microsoft China dealer training model as the research object. On the basis of reference of domestic and foreign related research results and in-depth research of Microsoft China Company, this paper systematically discusses the relevant theory of dealer training and the important relationship of training model in manufacturers and dealers. By comparing and drawing lessons from other companies in the software industry, this paper analyzes the current situation and some problems of Microsoft China dealer training model. Comparative analysis and other methods combined with the theoretical basis, using a large number of data and tables to prove the necessity of Microsoft's new dealer training model. Finally, through a detailed analysis of the results of the survey. Combined with the scientific management concept and effective management methods at home and abroad, under the full consideration of the characteristics of Microsoft China dealer training, this paper puts forward a new dealer training model in line with Microsoft China. This is a new integrated training mode which combines traditional classroom training and Microsoft online training. This paper draws the following three conclusions: 1) the traditional dealer training model can not meet the training needs of Microsoft after the expansion of the Chinese market; (2) Electronic training will be another development trend of software industry; Flexible training methods can not only meet the growth of dealers themselves, but also drive business growth.
【学位授予单位】：西北农林科技大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F49

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