有色金属行业销售人员绩效的影响因素研究

发布时间：2018-03-20 14:37

本文选题：有色金属贸易　切入点：影响因素　出处：《上海外国语大学》2014年硕士论文　论文类型：学位论文

【摘要】：有色金属（主要包括铜、铝、铅、锌、镍等金属），是与国民经济、人民日常生活及国防工业、科学技术发展息息相关的基础性材料和极其重要的战略物资，我国一直以来都是有色金属的消费、生产大国。而有色金属贸易型企业，在提高商品周转效率、有效传递市场信息、为上下游提供增值服务等方面则发挥着不可替代的纽带和桥梁作用。近些年来，伴随着一波又一波的国民经济建设高潮，有色金属行业充满活力的同时，企业间的竞争也日益加剧。市场竞争力与市场占有率息息相关，因此有色金属企业都希望藉由提升销售量和销售额来提升企业竞争力。而企业整体销量则是每一个销售人员个体销售业绩的总和，基于这一点，，提升企业销售人员的整体销售能力也就成为了加强企业竞争力的一个重要途径。在综合阅读、分析和归纳已有研究成果的基础上，结合有色金属行业和有色金属贸易企业的特点，本文认为销售人员的销售业绩与人格特征、授权感知和薪酬感知等三方面因素关系密切，并基于此确立了三个方面的假设。即：人格特征与销售绩效之间有一定的相关性；领导授权和授权感知与绩效之间具有一定的相关性；薪酬模式感知与销售绩效之间有一定的相关性，为了证实上述三个假设的真伪，本研究针对有色金属企业销售人员业绩及三个可能的影响因素设计了专门的调查问卷，通过访谈和问卷回收，获取了超过200个销售人员的样本数据。进而采用SPSS统计软件，利用相关分析、多元线性回归分析等方法对上述假设进行了验证。结果发现，个人因素中外向性和尽责性的人格特质、组织因素中的授权感知与销售绩效存在相关性。同时，本文认为，上述研究结论对有色金属贸易企业的销售人员选拔、培训、管理等方面有着现实指导意义，并简要阐述了具体应用方向和方法。
[Abstract]:Non-ferrous metals (mainly copper, aluminum, lead, zinc, nickel and other metals) are basic materials and extremely important strategic materials closely related to the national economy, the daily life of the people, the national defense industry, and the development of science and technology. China has always been a major consumer and producer of non-ferrous metals. Non-ferrous metal trading enterprises are improving the efficiency of commodity turnover and effectively transmitting market information. Providing value-added services for the upstream and downstream plays an irreplaceable role as a link and bridge. In recent years, with wave after wave of national economic construction climax, while the non-ferrous metal industry is full of vitality, the competition among enterprises is also increasingly intensified. Market competitiveness and market share are closely related. Therefore, nonferrous metal companies want to increase their competitiveness by increasing sales volume and sales volume. And the overall sales volume of the enterprise is the sum of the individual sales performance of each salesperson. Based on this, Improving the overall sales ability of sales personnel has become an important way to strengthen the competitiveness of enterprises. On the basis of comprehensive reading, analysis and summarization of existing research results, combined with the characteristics of non-ferrous metal industry and non-ferrous metal trading enterprises, this paper considers the sales performance and personality characteristics of sales personnel. The three factors, such as authorization perception and salary perception, are closely related, and based on these, three hypotheses are established: there is a certain correlation between personality characteristics and sales performance; There is a certain correlation between leadership authorization and authorization perception and performance, and there is a certain correlation between compensation pattern perception and sales performance, in order to verify the authenticity of the above three hypotheses, In this study, a special questionnaire was designed for the performance of sales personnel and three possible influencing factors in non-ferrous metal enterprises. Through interviews and questionnaires, more than 200 sample data of sales personnel were obtained. Then SPSS software was used. Correlation analysis and multiple linear regression analysis were used to verify the above hypotheses. The results showed that the personality traits of extroversion and due diligence in individual factors and the perception of authorization in organizational factors were correlated with sales performance. At the same time, this paper holds that the above conclusions have practical significance for the selection, training and management of sales personnel in non-ferrous metal trading enterprises, and briefly expounds the specific application direction and methods.
【学位授予单位】：上海外国语大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.32

【共引文献】