塔城地区烟草公司客户经理激励问题研究

发布时间：2018-02-27 03:08

本文关键词： 客户经理激励方案需求对策　出处：《新疆大学》2015年硕士论文　论文类型：学位论文

【摘要】：面临激烈的竞争大环境,卷烟营销成为烟草商业企业重中之重的工作,作为营销工作的具体实施者,客户经理发挥着举足轻重的作用,塔城地区烟草公司提高竞争力关键在于用良好的激励机制调动一线客户经理的积极性、能动性,通过科学、有效的管理和激励,努力实现客户经理个人价值和企业价值的双赢目的。本文通过学习激励的一般理论及研究成果,以塔城地区烟草公司客户经理为对象进行实证研究,通过深度访谈、调查,了解客户经理激励现状,分析客户经理的队伍特点和需求特征。寻找企业现有客户经理激励工作中存在的问题,对于那些有效的激励做法继续坚持,对于不足有针对性的提出符合企业实际需要的解决方案,整理出适合塔城烟草客户经理激励方案设计的具体思路,搭建激励方案模型。从客户经理专业技能聘期管理、绩效考核、“双通道晋升”路径等方面对激励方案进行设计及综合效果评价,提出对策建议,通过方案的实施激发客户经理工作热情,提升工作质量,在促进企业发展的同时实现客户经理个人价值。
[Abstract]:In the face of fierce competition, cigarette marketing has become the most important work of the tobacco commercial enterprises. As the concrete implementers of the marketing work, the account manager plays an important role. The key to improve the competitiveness of Tacheng tobacco companies lies in mobilizing the enthusiasm and initiative of first-line account managers with good incentive mechanism, and through scientific, effective management and incentive. Through the study of the general theory and research results of incentive, taking Tacheng tobacco company customer manager as the object of empirical research, through in-depth interviews, the investigation, the author tries to achieve the win-win goal of individual value of customer manager and enterprise value. Understand the current situation of account manager motivation, analyze the characteristics of the team and needs of the customer manager. Find out the problems existing in the incentive work of the existing customer manager in the enterprise, and continue to adhere to those effective incentive practices. For the lack of targeted solutions to meet the actual needs of the enterprise, sorting out the specific ideas suitable for Tacheng tobacco customer manager incentive scheme design, build incentive scheme model. From the client manager professional skills employment period management, In the aspects of performance appraisal, "double channel promotion" path and so on, the design and comprehensive effect evaluation of incentive scheme are carried out, and the countermeasures and suggestions are put forward to stimulate the enthusiasm of the customer manager and improve the work quality through the implementation of the plan. Promote the development of enterprises while realizing the personal value of customer managers.
【学位授予单位】：新疆大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F272.92;F721

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