玖龙纸业（东莞）销售人员职业生涯管理研究

发布时间：2018-03-20 17:54

  本文选题：人力资源管理　切入点：职业生涯管理　出处：《东北林业大学》2014年硕士论文　论文类型：学位论文

【摘要】：销售人员在企业中起着重要的作用,是企业快速、稳定发展的有力保障。而销售人员稳定性差、工作压力大等职业特性导致其忠诚度低、离职率居高不下。解决这个问题的关键在于将销售人员职业生涯发展与企业持续发展相结合。本文以玖龙纸业为例,探讨销售人员职业生涯管理,为实现个人和企业的双赢提供理论支持和方法。 首先,本文立足于国内外职业生涯管理的研究成果,对相关理论体系进行梳理。其次,分析了玖龙纸业销售人员职业生涯管理现状和存在的问题。其存在的问题有销售人员缺乏准确的自我认识、职业生涯规划不清晰、销售人员素质测评内容单、人力资源制度与职业生涯管理不匹配、职业发展通道与销售人员职业生涯需求不匹配及企业文化过于强调经济价值。然后,通过文献查阅与访问调查,从个人和企业两个方面探讨销售人员职业生涯发展的影响因素,提出职业生涯发展影响因素模型,构建相应的影响因素指标体系,并设计调查问卷,获得84份有效样本,对样本数据进行了相关的分析处理。最后,基于现状分析和实证研究结果,探讨了玖龙纸业销售人员职业生涯管理对策。
[Abstract]:Sales personnel play an important role in the enterprise, which is the strong guarantee for the rapid and stable development of the enterprise. The key to solving this problem is to combine the career development of salespeople with the sustainable development of enterprises. This paper takes Nine Dragons Paper as an example to discuss the career management of salespeople. It provides theoretical support and methods for realizing the win-win situation of individuals and enterprises. First of all, based on the research results of career management at home and abroad, this paper combs the relevant theoretical system. This paper analyzes the present situation and existing problems of the career management of the salespeople in Nine Dragons Paper Industry. The problems include the lack of accurate self-knowledge of the salespeople, the lack of clear career planning, the contents of the quality evaluation of the salespeople. Human resources system and career management do not match, career development channels and career needs of salespeople do not match, and corporate culture emphasizes economic value too much. This paper probes into the influencing factors of the career development of salespeople from the two aspects of individual and enterprise, puts forward a model of influencing factors of career development, constructs the corresponding index system of influencing factors, designs a questionnaire, and obtains 84 valid samples. Finally, based on the current situation analysis and empirical research results, the paper discusses the career management strategies of sales personnel in Nine Dragons Paper Industry.
【学位授予单位】：东北林业大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.83

【共引文献】

中国博士学位论文全文数据库 前1条

1 邹小玲;雇员可雇佣能力与职业成功及其关系研究[D];北京交通大学;2013年

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本文编号：1640171