H公司销售部员工激励机制研究

发布时间：2018-04-02 19:50

本文选题：H公司　切入点：销售部员工　出处：《华东理工大学》2017年硕士论文

【摘要】：随着我国经济的快速发展,国内民营企业迎来新的成长机遇。H公司是一家成立于2011年下半年的民营企业,主要工作是承接香港Z国际拍卖公司的在国内的拍卖前期业务。历经几年的快速发展,凭借卓越的服务品质,H公司营业额持续增加。不过,现有行业的竞争压力越来越大,导致企业发展受到多种负面问题的困扰。当今,企业面临日益复杂的市场环境,以及多元化的客户需求,销售人员的营销业绩往往决定了企业运营的成败。因此,销售人员的工作效能成为企业发展好坏的重要因素,是企业生存的关键保障。鉴于此,如何才能够不断增员并稳定优秀销售人员,同时不断激励他们的工作积极性,为企业带来最高收益,以及确定高效的销售人员激励机制,成为企业发展中不可忽视的重要内容。本文针对销售人员的各种激励研究,以H公司的现状为切入点,选择调查与案例分析的研究方法,提出H公司销售人员激励机制中存在的诸多问题。主要是体现在以下几个方面:薪酬体系不完善、福利体系未构建、薪酬架构过于单一、职位晋升和退出体系匮乏、职业生涯发展通道单一,企业没有关注员工职业发展,在考核环节中缺乏必要的交流,以及办公环境差等。通过对于现有问题的分析,设计出H公司销售人员激励机制优化设计方案。拟从3个层面着手分析,包括:H公司销售人员薪酬福利制度优化方案、销售人员成长与发展体系设计、销售人员激励机制其他优化方案。最后,总结分析本文的结论以及不足之处,以及后续研究的展望。总而言之,本文以H公司现有销售人员激励机制实际运作情况作为案例进行分析,深入探讨该企业现有激励运作中存在的问题,找寻有效的践行方式,提升H公司销售人员的激励机制水平。既能够对企业的激励工作开展带来保障,也可以为同行业的其他公司带来一定的指导意义。
[Abstract]:With the rapid development of our economy, the domestic private enterprises welcome a new growth opportunity. H Company is a private enterprise established in the second half of 2011. The main work is to undertake the pre-auction business of Hong Kong Z International auction Company in China.After several years of rapid development, with excellent quality of service, the company's turnover continues to increase.However, the existing industry competition pressure is increasing, leading to the development of a variety of negative problems.Nowadays, enterprises are faced with increasingly complex market environment and diversified customer needs. The marketing performance of sales personnel often determines the success or failure of business operations.Therefore, the work efficiency of sales personnel has become an important factor for the development of enterprises and a key guarantee for the survival of enterprises.In view of this, how to continuously increase the number of employees and stabilize the excellent sales personnel, at the same time constantly motivate them to work actively, bring the highest profit to the enterprise, and determine the efficient incentive mechanism of the sales staff,It has become an important content that can not be ignored in the development of enterprises.In this paper, based on the current situation of H Company, the author chooses the research methods of investigation and case analysis, and puts forward many problems existing in the incentive mechanism of sales personnel in H Company.It is mainly reflected in the following aspects: the salary system is imperfect, the welfare system is not constructed, the salary structure is too single, the post promotion and withdrawal system is scarce, the career development channel is single, the enterprise does not pay attention to the staff career development.Lack of necessary communication in the examination link, as well as poor office environment and so on.Based on the analysis of the existing problems, the optimal design scheme of the incentive mechanism for the sales staff of H Company is designed.This paper intends to analyze from three aspects, including the optimization scheme of the salary and welfare system of sales staff in the company, the design of the growth and development system of sales personnel, and other optimization schemes of incentive mechanism for sales personnel.Finally, the conclusion and deficiency of this paper are summarized and analyzed, as well as the prospect of future research.In a word, this paper takes the actual operation of the incentive mechanism of sales personnel in H Company as a case study, deeply discusses the problems existing in the current incentive operation of the company, and looks for an effective way to practice it.Improve the level of incentive mechanism for sales staff in H Company.It can not only guarantee the incentive work of enterprises, but also bring some guiding significance to other companies in the same industry.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F724.59

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