X化妆品公司销售人员流失问题研究

发布时间：2018-07-09 11:46

本文选题：化妆品专卖店 + 销售人员　；参考：《云南大学》2014年硕士论文

【摘要】：近年来,在专卖店渠道的化妆品市场上,外资、合资强势入驻,民族品牌也不断崛起。专卖店渠道的化妆品竞争异常激烈,终端销售人员(业内称为美容导师)为公司实现利润奠定了基础。因此高素质、有经验的销售人员成为企业之间争夺的对象。X化妆品公司近年来也同样面临销售人员流失问题。销售队伍的不稳定,不利于企业持续发展,同时销售人员的流失会带走企业对专卖店管理的技术标准与管理经验,影响企业的品牌形象；另外销售人员的流失也会影响到其他员工,造成员工忠诚度的下降,使企业凝聚力降低。本文通过对X公司在职员工的满意度调查和对离职员工进行访谈,获取了大量的数据资料和文字信息。从企业因素出发结合化妆品销售人员高度年轻化、女性的特点,探究影响销售人员流失的原因。通过对员工流动和员工流失问题理论上的研究,结合实际工作经验,提出了缓解、解决员工流失问题的建议和对策。希望通过这些建议和对策,能给X公司销售人员流失问题管理上提供参考和解决方案。
[Abstract]:In recent years, in the cosmetics market of specialty stores, foreign capital and joint ventures have entered strongly, and national brands have also been rising. The cosmetics competition in specialty stores is very fierce, and the end-selling staff (called beauty instructors) lay the foundation for the company to realize profit. Therefore, highly qualified and experienced salespeople have become the object of competition among enterprises. X Cosmetics Company also faces the problem of turnover of sales personnel in recent years. The unstable sales force is not conducive to the sustainable development of enterprises, and the loss of sales personnel will take away the technical standards and management experience of the management of specialty stores, which will affect the brand image of enterprises; In addition, the loss of sales staff will affect other employees, resulting in a decline in employee loyalty and corporate cohesion. Based on the investigation of the satisfaction of the employees in X Company and the interview with the former employees, this paper obtains a lot of data and text information. Combined with the characteristics of young and female cosmetic salesmen, the reasons that affect the turnover of salespeople are explored. Based on the theoretical study of employee turnover and staff turnover, and combining with practical work experience, the paper puts forward some suggestions and countermeasures to alleviate and solve the problem of staff turnover. Through these suggestions and countermeasures, I hope to provide a reference and solution to the problem of turnover of sales staff in X Company.
【学位授予单位】：云南大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.72

【参考文献】