南通移动合作渠道营业员流失原因及对策研究

发布时间：2018-01-21 14:41

本文关键词： 南通移动合作渠道营业员流失管理对策　出处：《南京邮电大学》2013年硕士论文　论文类型：学位论文

【摘要】：随着2008年电信业重组的尘埃落定和3G牌照的发放，中国通信行业的竞争格局发生了巨大的变化。移动、电信、联通三强鼎力，重新站在起跑线上，开展全业务的运营。随着竞争的加剧，营销渠道在市场运营管理中的地位越来越重要。南通移动实体渠道分为自办渠道和合作渠道，，合作渠道占到所有渠道的90%。合作渠道营业人员是公司90%业务和服务的提供者，但是目前合作渠道营业人员频繁更换，呈现快速流失的状态，这直接影响到公司的渠道能力，尤其对公司的服务质量产生了负面影响。本文选取南通移动一个区域市场，采用文献研究法和调查问卷法，分别从“社会”、“企业”和“个人”三个方面，对合作渠道营业员快速流失的原因进行分析，在结合影响销售人员流失原因的基础上,提出改变目前管理模式，从薪酬、激励、职业发展、培训等维度进行改变，带动合作渠道的管理，降低营业员的流失。目前合作渠道营业员高流失的现状在很多基层移动公司存在，但是此部分人很少被研究，希望本文的研究结果能给南通移动以及其它地市公司在合作渠道营业员的管理上有所启示和帮助。
[Abstract]:With the dust settled and 3G license issued in 2008, the competition pattern of China's telecommunications industry has undergone tremendous changes. Mobile, telecommunications, China Unicom, the top three, stand again on the starting line. As competition intensifies, marketing channels play an increasingly important role in market operation management. Nantong mobile entity channels are divided into self-running channels and cooperation channels, cooperative channels account for all channels 90. The cooperative channel business personnel is the company's 90% business and service providers. But at present, the cooperative channel business personnel frequently changes, presents the rapid loss state, which directly affects the company's channel ability, especially to the company's service quality has the negative influence. This paper selects Nantong mobile a regional market, uses the literature research method and the questionnaire method, respectively from "society", "enterprise" and "individual" three aspects. On the basis of analyzing the reasons of the rapid loss of salespeople in cooperative channels, this paper proposes to change the current management model from salary, incentive, career development on the basis of influencing the loss of sales staff. Training and other dimensions to change, drive the management of cooperation channels, reduce the loss of salespeople. At present, the current situation of high turnover of sales staff in cooperative channels exists in many grass-roots mobile companies, but this part of the people are rarely studied. It is hoped that the research results of this paper can enlighten and help Nantong Mobile and other local companies in the management of cooperative channel salespersons.
【学位授予单位】：南京邮电大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F626;F272.92

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