浙江固耐公司销售人员激励研究
发布时间：2018-11-02 18:18
【摘要】：激励作为管理中一项非常重要的职能，是人本管理思想中的核心问题。随着知识经济时代的来临，，人力资源的作用日趋显著，如何激励员工，使其产生更好的业绩表现，为企业创造更大的利益，是企业管理者非常关注的一个问题。销售工作的完成，直接决定着企业收入的取得，因此，销售工作一直是企业最为重视的一个经营环节。伴随着产品差异性减小和消费者重要性的加强，以及竞争压力的加剧，销售工作的难度和复杂性越来越增加。销售的过程要由销售人员完成，因此，如何激励销售人员产生更好的业绩表现，将成为关系企业经营发展的重要因素。 员工激励的方式很多，浙江固耐公司作为一个处于企业发展期的中小型制造企业，始终在不断加深对于激励重要性的认识和加强对激励方式的改进。受限于篇幅，本文主要分析浙江固耐公司人力资源管理职能中的薪酬福利、绩效考评、培训及员工职业生涯规划方面的激励问题。全文分五章进行问题阐述：第一章为绪论，简单介绍了论文的研究背景、研究目的和意义、国内外在该方向的研究现状及分析以及论文主要研究内容和主要研究方法及技术路线；第二章为公司销售人员激励问题研究，具体从薪酬福利、绩效考评、培训及职业生涯规划四个方面阐述了公司的激励现状，并分析存在的制度问题；第三章结合浙江固耐公司的激励机制实际存在的问题，对浙江固耐公司激励机制进行重构，有针对性的提出了激励设计的目标和思路、方法和原则、重新规划了激励政策、并对政策适应性进行了阐述，重构的销售人员的激励机制；第四章从激励方案的实施步骤、激励方案的保障措施两个方面对销售人员激励机制进行了重新设计。相信本文的论述对于国内橡胶制品企业提高销售人员激励水平也会有一定的借鉴意义。
[Abstract]:As a very important function in management, motivation is the core problem of humanistic management. With the advent of the era of knowledge economy, the role of human resources is becoming more and more prominent. How to motivate employees to produce better performance and create greater benefits for enterprises is a problem that managers pay close attention to. The completion of sales directly determines the income of the enterprise, therefore, sales has been the most important business link. With the decrease of product difference, the enhancement of consumer importance and the intensification of competitive pressure, the difficulty and complexity of sales work are increasing. The process of sales should be completed by the sales personnel. Therefore, how to motivate the sales personnel to produce better performance will become an important factor in the business development of enterprises. There are many ways to motivate employees. As a small and medium-sized manufacturing enterprise in the period of enterprise development, Zhejiang Goodall Company is constantly deepening the understanding of the importance of incentive and strengthening the improvement of incentive mode. Limited by space, this paper mainly analyzes the incentive problems of compensation and welfare, performance evaluation, training and employee career planning in the human resource management function of Zhejiang Goodall Company. The thesis is divided into five chapters: the first chapter is the introduction, which briefly introduces the research background, purpose and significance of the thesis. The research status and analysis in this direction at home and abroad as well as the main research content, main research methods and technical route of the paper; The second chapter is the research of the incentive problem of the company's sales personnel, including the compensation and welfare, the performance evaluation, the training and the career planning, and analyzes the existing system problems. The third chapter combines the actual problems of incentive mechanism of Zhejiang Good-Nai Company, reconstructs the incentive mechanism of Zhejiang Good-Nai Company, puts forward the aim and thought of incentive design, methods and principles, and replans the incentive policy. It also expounds the policy adaptability and reconstructs the incentive mechanism of sales personnel. The fourth chapter redesigns the incentive mechanism from the following two aspects: the steps of the incentive scheme and the safeguard measures of the incentive scheme. It is believed that the discussion in this paper will have some reference significance for domestic rubber products enterprises to improve the incentive level of sales personnel.
【学位授予单位】：哈尔滨理工大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F426.72;F272.92
本文编号：2306580
[Abstract]:As a very important function in management, motivation is the core problem of humanistic management. With the advent of the era of knowledge economy, the role of human resources is becoming more and more prominent. How to motivate employees to produce better performance and create greater benefits for enterprises is a problem that managers pay close attention to. The completion of sales directly determines the income of the enterprise, therefore, sales has been the most important business link. With the decrease of product difference, the enhancement of consumer importance and the intensification of competitive pressure, the difficulty and complexity of sales work are increasing. The process of sales should be completed by the sales personnel. Therefore, how to motivate the sales personnel to produce better performance will become an important factor in the business development of enterprises. There are many ways to motivate employees. As a small and medium-sized manufacturing enterprise in the period of enterprise development, Zhejiang Goodall Company is constantly deepening the understanding of the importance of incentive and strengthening the improvement of incentive mode. Limited by space, this paper mainly analyzes the incentive problems of compensation and welfare, performance evaluation, training and employee career planning in the human resource management function of Zhejiang Goodall Company. The thesis is divided into five chapters: the first chapter is the introduction, which briefly introduces the research background, purpose and significance of the thesis. The research status and analysis in this direction at home and abroad as well as the main research content, main research methods and technical route of the paper; The second chapter is the research of the incentive problem of the company's sales personnel, including the compensation and welfare, the performance evaluation, the training and the career planning, and analyzes the existing system problems. The third chapter combines the actual problems of incentive mechanism of Zhejiang Good-Nai Company, reconstructs the incentive mechanism of Zhejiang Good-Nai Company, puts forward the aim and thought of incentive design, methods and principles, and replans the incentive policy. It also expounds the policy adaptability and reconstructs the incentive mechanism of sales personnel. The fourth chapter redesigns the incentive mechanism from the following two aspects: the steps of the incentive scheme and the safeguard measures of the incentive scheme. It is believed that the discussion in this paper will have some reference significance for domestic rubber products enterprises to improve the incentive level of sales personnel.
【学位授予单位】：哈尔滨理工大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F426.72;F272.92
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