特变电工新疆线缆厂销售团队管理研究

发布时间：2019-01-29 01:08

【摘要】：在全球经济形势不佳、中国经济增速放缓的背景下，线缆产品行业销售的竞争已经进入到了激烈的白热化阶段，对企业的生存与发展提出了新的考验，在企业资源投入到利润收回整个过程的实现中，销售团队无疑扮演着十分重要、无可替代的桥梁作用，是决定企业的产品能否顺利进入市场并且传递到客户手中的关键。为了在竞争激烈的市场中占有一席之地，特变电工新疆线缆厂必须靠打造一支高绩效而赋有竞争力的精英团队来适应市场的竞争环境。因此，对销售团队进行有效的管理，成为能否实现销售团队“1+12”的关键。本文运用文献查询法、实地调查法和定性与定量分析相结合的研究方法，回顾并总结了国内外学者相关方面的研究成果，综合相关文献资料，系统介绍团队管理及销售团队管理的相关理论和界定相关概念。并以此为理论支撑，在笔者对特变电工的了解和全面收集相关数据的基础上，从特变电工销售团队的基本概况及销售团队组建情况、销售团队绩效现状及考核机制、销售团队薪酬设计状况及销售团队其他激励措施等方面，详细分析总结销售团队管理的现状。通过前述的分析总结，提出特变电工新疆线缆厂销售公司销售团队管理中需要解决的问题及成因。在全面剖析出问题的基础上，通过理论指导，，寻找有效的途径，实施有力的保障措施，提升销售团队的高效水平。从完善团队组建、目标管理、团队领导、绩效考核、团队激励及管理过程方面，提出针对性的建议，构建高绩效销售团队管理模式。基于特变电工新缆厂销售公司现状进行高绩效销售团队管理模式探究，不仅从理论上丰富和完善现有团队理论，而且可以通过系统研究和分析销售团队对企业重要价值，使其对企业建立高效销售团队更具指导意义。
[Abstract]:Under the background of the poor global economic situation and the slowdown of China's economic growth, the competition in the industry of cable and cable products sales has entered a stage of intense intensification, which has put forward a new test for the survival and development of enterprises. In the realization of the whole process of enterprise resource investment and profit recovery, the sales team undoubtedly plays a very important and irreplaceable role as a bridge, which is the key to determine whether the products of the enterprise can enter the market smoothly and pass to the customers. In order to occupy a place in the competitive market, Xinjiang cable factory must build a high performance and competitive elite team to adapt to the competitive environment of the market. Therefore, the effective management of the sales team becomes the key to the realization of the sales team. This paper reviews and summarizes the research results of scholars at home and abroad by using the methods of literature inquiry, field investigation and qualitative and quantitative analysis, and synthesizes the relevant literature and materials. Systematic introduction of team management and sales team management related theory and define related concepts. On the basis of the author's understanding of the special variant electrician and the comprehensive collection of relevant data, from the basic situation of the special variant electrician sales team and the sales team formation, the sales team performance status and evaluation mechanism. Sales team salary design status and other incentives for sales team, detailed analysis and summary of sales team management status. Through the above analysis and summary, this paper puts forward the problems and causes of the sales team management in Xinjiang Cable and Cable Factory. On the basis of comprehensive analysis of the problems, through theoretical guidance, to find an effective way to implement effective protection measures to improve the sales team's high efficiency level. From the aspects of improving team formation, goal management, team leadership, performance appraisal, team motivation and management process, this paper puts forward targeted suggestions to build a high performance sales team management model. Based on the current situation of the new cable factory of special variant electrician, the research on the management mode of the high performance sales team not only enriches and consummates the existing team theory theoretically, but also can systematically study and analyze the important value of the sales team to the enterprise. So that the establishment of an efficient sales team more guiding significance.
【学位授予单位】：石河子大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F426.6;F272.92

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