绿叶制药公司销售人员薪酬方案改进研究

发布时间：2018-03-20 20:40

本文选题：销售人员　切入点：薪酬方案　出处：《西安工业大学》2014年硕士论文　论文类型：学位论文

【摘要】：随着我国市场经济的深入发展和对外开放的逐步扩大,国外先进的企业管理经验和制度对我国企业的发展影响越来越大,人力资源管理由于其至关重要的地位而受到越来越多的国内企业的关注和重视,而企业的销售部门是企业业绩的关键,是企业能否立足于市场的决定性问题,所以,如何通过改进企业的人力资源管理调动企业销售人员的工作积极性,促使他们不断创造企业新的业绩,是现代企业市场发展必须关注的重要课题之一。总体来说,不同的企业,其文化、发展方向、规模和人员组成等都存在着差别,但是仅仅以企业的销售人员来说,业绩是其工作的结果,决定着他们的工作待遇以及企业的发展,销售人员的人力资源管理同样涉及到培训、薪酬、晋升等各个方面。调查表明,本文的研究对象山东绿叶制药公司销售部门骨干员工的较高流失率给公司的发展以及经营带来了巨大的损失,其较高的流失率主要是因为目前的薪酬体系并不能够满足销售人员的需求,不能够对其产生足够的激励作用,因此,有必要对绿叶制药公司的销售人员的薪酬方案进行必要的改进研究,通过增强该公司薪酬体系的激励作用,来带动销售人员的积极性,从而降低公司销售人员的流失率。本文的研究方法主要包括文献检索法、问卷调查法、电话访谈法以及数理统计分析,具体的研究内容主要包括五个方面的内容：本文第一部分主要进行课题研究的背景、课题意义、主要研究内容等方面的介绍；第二部分进行销售人员人力资源管理的文献研究,包括国内的研究文献和国外的研究文献,并且对销售人员薪酬模式的研究综述进行了相应的整理；再次分析了绿叶制药公司销售人员薪酬现状及其问题分析,主要介绍了本文的研究对象绿叶制药公司的概况、销售人员配置状况、薪酬方案现状、满意度调查以及销售人员薪酬方案存在的主要问题；最后提出了绿叶制药公司销售人员薪酬方案改进,首先介绍了销售人员薪酬方案改进的原则和思路,其次介绍销售人员薪酬改进方案的主要内容,最终提出销售人员薪酬方案的实施保障；第五章结论,总结本文前述的研究与发现。
[Abstract]:With the further development of our market economy and the gradual expansion of the opening to the outside world, the foreign advanced enterprise management experience and system have more and more great influence on the development of our country's enterprises. Human resource management is paid more and more attention to by more and more domestic enterprises because of its vital position. The sales department of enterprises is the key of enterprise performance and the decisive question of whether the enterprise can be based on the market, so, How to improve the human resource management of the enterprise to arouse the enthusiasm of the sales personnel and promote them to continuously create new performance is one of the important topics that must be paid attention to in the development of the modern enterprise market. Generally speaking, different enterprises, There are differences in their culture, development direction, size and personnel composition, but only in the case of sales personnel, performance is the result of their work, which determines their working conditions and the development of the enterprise. Human resources management of sales personnel also involves training, compensation, promotion and other aspects. The investigation shows that the high turnover rate of the key staff in the sales department of Shandong Green Leaf Pharmaceutical Company has brought huge losses to the development and operation of the company. Its high wastage rate is mainly due to the fact that the current compensation system does not meet the needs of sales personnel and does not provide sufficient incentives for them, so, It is necessary to improve the compensation scheme of sales staff of Green Leaf Pharmaceutical Company, and to promote the enthusiasm of sales personnel by strengthening the incentive effect of the compensation system of the company, thereby reducing the turnover rate of sales personnel in the company. The research methods of this paper mainly include literature retrieval method, questionnaire survey method, telephone interview method and mathematical statistics analysis. The specific research contents mainly include five aspects: the first part of this paper mainly carries on the topic research background, The second part is the literature research on human resource management of sales personnel, including domestic research literature and foreign research literature. Finally, the paper analyzes the current situation and problems of the compensation of sales personnel in Green Leaf Pharmaceutical Company, mainly introduces the general situation of the research object of Green Leaf Pharmaceutical Company. Finally, the paper puts forward the improvement of sales compensation scheme of Green Leaf Pharmaceutical Company, including the status of sales personnel, the current situation of compensation scheme, the survey of satisfaction and the main problems existing in the compensation plan of sales personnel. This paper first introduces the principles and ideas of the improvement of the salary scheme of the salespeople, then introduces the main contents of the scheme of the salary improvement of the salespeople, and finally puts forward the implementation guarantee of the compensation scheme for the salespeople. Chapter 5th concludes, Summarize the above-mentioned research and discovery in this paper.
【学位授予单位】：西安工业大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F426.72;F272.92

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