A酒店改善销售人员激励的对策研究

发布时间：2019-01-27 14:58

【摘要】：随着经济和消费水平的不断提高,酒店行业的数量也不断提升,这使得酒店行业内部的竞争也日趋激烈。但是,归根结底,酒店之间的竞争是销售人员之间的竞争,所以酒店应该利用其拥有的资源,调整其内部管理结构,逐步完善其销售人员的激励机制,以稳定酒店的优秀销售人员。那么如何稳定和挽留酒店的销售人员则是每一个酒店将不得不面对的问题。本文以A酒店为研究对象,基于马斯洛的需求层次理论、斯金纳的强化理论、赫兹伯格的双因素理论和亚当斯的公平理论,阐述了激励与激励的概念和作用。并通过介绍A酒店及其销售部的发展概况、数据与事实,对A酒店销售人员激励的现状进行问卷调查、研究和分析,发现该酒店现行的销售人员激励存在的主要问题是薪酬福利制度缺乏灵活性、绩效考核制度不完善、培训学习体系不科学和激励制度不健全等。发现产生这些的问题的原因主要有A酒店管理者和销售人员激励观念比较滞后、酒店对销售人员的激励投入不够、酒店销售人员的流失率相对较高以及酒店销售人员的流失率相对较高等。同时提出构建全面薪酬福利制度、完善酒店的绩效考核与评估机制、建立完善的培训制度、帮助销售人员规划职业生涯以及做好激励方案的评价工作五条相应的优化激励对策。最后,本文还提出了包括加强酒店文化激励作用、加强酒店高层管理者的支持、提升酒店以人为本的管理理念、强化酒店销售人员的内部约束机制以及加强酒店管理制度的创新五条保障激励实施的建议。通过对A酒店销售人员激励优化方案的研究,既可以为酒店制定新阶段的销售人员激励对策,对同行其他酒店的发展也具有一定参考意义。
[Abstract]:With the continuous improvement of economy and consumption, the number of hotel industry is also increasing, which makes the competition within the hotel industry increasingly fierce. However, in the final analysis, the competition among hotels is the competition among salespeople, so the hotel should make use of the resources it has, adjust its internal management structure, and gradually improve the incentive mechanism for its sales personnel. To stabilize the hotel's excellent sales staff. So how to stabilize and retain the hotel's sales staff is every hotel will have to face the problem. Based on Maslow's hierarchy of demand theory, Skinner's reinforcement theory, Herzberg's two-factor theory and Adams's fair theory, this paper expounds the concept and function of incentive and incentive. Through the introduction of A hotel and its sales department development situation, data and facts, A hotel sales incentive status of the questionnaire, research and analysis, It is found that the main problems existing in the incentive system of the current sales staff in this hotel are lack of flexibility in the compensation and welfare system, imperfect performance appraisal system, unscientific training and learning system, and imperfect incentive system, etc. The main reasons for these problems are that the incentive concept of A hotel manager and sales personnel is lagging behind, and the incentive investment of hotel to sales personnel is not enough. Hotel sales staff loss rate is relatively high and hotel sales staff loss rate is relatively high. At the same time, it proposes to construct a comprehensive salary and welfare system, to perfect the performance appraisal and evaluation mechanism of the hotel, to establish a perfect training system, to help salespeople plan their career and to do a good job in the evaluation of incentive schemes. Finally, this paper also proposed to strengthen the role of hotel culture incentive, strengthen the support of hotel senior managers, enhance the management concept of people-oriented hotel. Strengthen the internal restraint mechanism of hotel sales personnel and strengthen the innovation of hotel management system five suggestions to ensure the implementation of incentives. Through the research on the incentive optimization scheme of sales staff in Hotel A, it can not only make the incentive countermeasures for the new stage of the hotel, but also have some reference significance for the development of other hotels in the same industry.
【学位授予单位】：大连理工大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F272.92;F729.9

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