WSD公司销售人员薪酬体系研究

发布时间：2018-09-04 05:39

【摘要】：企业之间竞争是多方面的,但总体归根到底来说,最终都体现在人才的竞争上。在吸引人才的诸多激励措施中,薪酬激励措施是最关键的。随着公司的不断发展,WSD公司目前人力资源状况存在的问题凸显,主要是销售员工对薪酬感觉与外部相比偏低,与内部相似岗位比较感觉分配不合理。因此,对WSD公司销售人员薪酬体系的深入研究和改革,已经是迫在眉睫、关系到企业持续发展的重要工作。本文在薪酬理论、马斯洛需求理论、公平理论、期望理论、人力资本理论等理论的指导下,以文献查阅、问卷调查、统计研究等研究方法,对WSD公司销售人员薪酬体系进行了研究。找到了WSD公司销售人员薪酬体系存在的问题和原因。包括薪酬体系未能与企业战略相结合、薪酬水平偏低、薪酬结构不合理、激励机制不完善等问题。而后对造成这些问题的企业历史背景原因、薪酬管理缺乏战略导向、薪酬结构不合理、公司内部沟通不畅等原因进行了详细分析。本文的研究结论:一是找到了WSD公司销售人员薪酬体系存在的问题和原因。包括薪酬体系未能与企业战略相结合、薪酬水平偏低、薪酬结构不合理、激励机制不完善等问题。而后对造成这些问题的企业历史背景原因、薪酬管理缺乏战略导向、薪酬结构不合理、公司内部沟通不畅等原因进行了详细分析。二是提出了WSD公司销售人员薪酬体系优化方案,首先确定了优化的原则和思路。而后具体论述了岗位工资设计、绩效工资的核定、薪酬结构设计、福利制度设计等新的薪酬体系优化方案的主要内容。三是提出了组织保障、绩效管理等WSD公司销售人员薪酬体系运行保障措施。
[Abstract]:The competition between enterprises is various, but in the final analysis, it is embodied in the competition of talents. Among the many incentive measures to attract talents, the salary incentive is the most important. With the continuous development of the company, the problems in the current human resources situation of WSD company are highlighted, mainly that the sales staff feel low in salary compared with the outside, and unreasonable in distribution compared with the internal similar posts. Therefore, it is urgent to study and reform the compensation system of sales staff of WSD Company, which is related to the sustainable development of enterprises. Under the guidance of salary theory, Maslow's demand theory, fairness theory, expectation theory, human capital theory and so on, this paper uses literature review, questionnaire survey, statistical research and other research methods. This paper studies the compensation system of sales staff in WSD Company. Find out the problems and reasons of WSD sales compensation system. The problems include the failure of salary system and enterprise strategy, low salary level, unreasonable salary structure, imperfect incentive mechanism and so on. Then the causes of these problems are analyzed in detail, such as the historical background of the enterprises, the lack of strategic direction in salary management, the unreasonable salary structure, the poor communication within the company, and so on. The conclusions of this paper are as follows: first, the problems and reasons of WSD sales compensation system are found. The problems include the failure of salary system and enterprise strategy, low salary level, unreasonable salary structure, imperfect incentive mechanism and so on. Then the causes of these problems are analyzed in detail, such as the historical background of the enterprises, the lack of strategic direction in salary management, the unreasonable salary structure, the poor communication within the company, and so on. The second is to put forward the WSD company sales compensation system optimization scheme, the first to determine the principles and ideas of optimization. Then it discusses the main contents of the new salary system optimization scheme, such as post wage design, performance wage approval, salary structure design, welfare system design and so on. Third, put forward the organization guarantee, performance management and so on WSD company sales personnel salary system operation safeguard measure.
【学位授予单位】：中国地质大学(北京)
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F279.26

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