世家房地产公司销售人员激励机制研究
发布时间：2019-01-05 06:53
【摘要】：房地产企业的生存和发展依赖于优秀的人才,如何吸引人才,并使之为房地产企业所用,成为了房地产企业发展需要思考的重要问题,激励理论的出现正是解决这一问题的最有效手段。 世家房地产公司是一家从事房地产销售的企业,具有一支强大的销售团队是世家房地产公司成立以来不断发展和进步的保证。但是,单调的、不能跟随企业发展不断改进的激励方案已经不能适应世家房地产公司的发展需求,已经失去了对销售人员的激励作用。在这种情形下,世家房地产公司想要改变这种现状,必须有一种合适的激励机制对销售人员进行激励,充分的调动其积极性,使销售人员的潜能得以发挥,促进公司形成新的核心竞争力。 本文研究过程将销售人员的需求作为研究的基础,在此研究的基础上借鉴激励的研究理论,对现阶段的销售人员的需要和需求的满足与否情况进行深入的调查与分析,发现存在的问题。借助相关的研究理论和研究经验,设计出符合世家房地产公司实际情况的激励机制：建立围绕职业生涯发展规划的激励体系；完善以薪酬为核心的物质激励；创建能够将满足心理需求作为目标的精神激励体系。 文中主要采用理论结合实际的研究方法,参阅大量文献后对于销售人员的需求进行调查,设计出了销售人员适用的激励体系。因为体系的设立是在实际的调查基础上进行的,所以更加具有针对性、实践性和可操作性。激励体系的实施会对销售人员的工作热情产生刺激作用,进而能够增强企业的销售力量。
[Abstract]:The survival and development of real estate enterprises depend on excellent talents. How to attract talents and make them used by real estate enterprises has become an important issue for the development of real estate enterprises. The emergence of incentive theory is the most effective way to solve this problem. Shijia Real Estate Company is a real estate sales company, with a strong sales team is Shijia real estate company since the establishment of the continuous development and progress of the guarantee. However, the monotonous incentive scheme which can not follow the continuous improvement of the enterprise development has been unable to adapt to the development needs of the family real estate companies, and has lost its incentive role to the sales staff. In this case, the family real estate companies want to change this situation, must have a suitable incentive mechanism to motivate the salespeople, fully mobilize their enthusiasm, so that the potential of the salespeople can be realized. Promote the formation of new core competitiveness of the company. The research process of this paper takes the demand of the salesperson as the basis of the research. On the basis of the research, the author makes a thorough investigation and analysis on the needs and the satisfaction of the demand of the salesperson at the present stage, based on the theory of motivation. Find a problem. With the help of relevant research theory and research experience, the paper designs the incentive mechanism which accords with the actual situation of the family real estate company: establishes the incentive system around the career development plan, consummates the material incentive which takes the salary as the core; Create a spiritual incentive system that can meet psychological needs as a goal. This paper mainly adopts the research method of combining theory with practice, referring to a lot of literature to investigate the demand of sales personnel, and designs a suitable incentive system for salespeople. Because the establishment of the system is based on the actual investigation, it is more targeted, practical and operational. The implementation of the incentive system will stimulate the work enthusiasm of the sales staff, and then enhance the sales force of the enterprise.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F293.3
本文编号：2401436
[Abstract]:The survival and development of real estate enterprises depend on excellent talents. How to attract talents and make them used by real estate enterprises has become an important issue for the development of real estate enterprises. The emergence of incentive theory is the most effective way to solve this problem. Shijia Real Estate Company is a real estate sales company, with a strong sales team is Shijia real estate company since the establishment of the continuous development and progress of the guarantee. However, the monotonous incentive scheme which can not follow the continuous improvement of the enterprise development has been unable to adapt to the development needs of the family real estate companies, and has lost its incentive role to the sales staff. In this case, the family real estate companies want to change this situation, must have a suitable incentive mechanism to motivate the salespeople, fully mobilize their enthusiasm, so that the potential of the salespeople can be realized. Promote the formation of new core competitiveness of the company. The research process of this paper takes the demand of the salesperson as the basis of the research. On the basis of the research, the author makes a thorough investigation and analysis on the needs and the satisfaction of the demand of the salesperson at the present stage, based on the theory of motivation. Find a problem. With the help of relevant research theory and research experience, the paper designs the incentive mechanism which accords with the actual situation of the family real estate company: establishes the incentive system around the career development plan, consummates the material incentive which takes the salary as the core; Create a spiritual incentive system that can meet psychological needs as a goal. This paper mainly adopts the research method of combining theory with practice, referring to a lot of literature to investigate the demand of sales personnel, and designs a suitable incentive system for salespeople. Because the establishment of the system is based on the actual investigation, it is more targeted, practical and operational. The implementation of the incentive system will stimulate the work enthusiasm of the sales staff, and then enhance the sales force of the enterprise.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F293.3
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