HRJT公司销售人员薪酬体系改进研究

发布时间：2018-01-13 18:00

本文关键词：HRJT公司销售人员薪酬体系改进研究　出处：《山东理工大学》2016年硕士论文　论文类型：学位论文

【摘要】：随着我国社会主义市场经济的发展、对外开放程度的不断扩大,国内外先进的企业管理制度和经验对我国企业发展的影响也日益显著,企业销售部门作为一个老生常谈的话题受到越来越多的企业的关注和重视。科学有效的薪酬管理制度能发挥员工的最佳工作状态、激发最大的潜能,进而为企业创造更多的经济效益,但是如果薪酬管理制度设计的不合理,必定会给企业造成很大的损失,对企业的持续发展产生不利的影响。本文的研究对象HRJT公司销售部门员工的薪酬体系包括:工资、奖金、津贴补贴和福利四大部分,存在固定工资比例过高、绩效工资激励效果差、福利设计单一等问题,如果这种现象得不到改善,给公司的经营和持续发展带来了巨大的损失。所以,如何制定科学合理的薪酬体系,优化企业薪酬管理的流程,调动企业销售人员的积极性,促使他们不断创造企业优秀的业绩,是HRJT公司发展必须关注的重要课题之一。本文以HRJT公司薪酬管理现状为调查研究,将薪酬管理理论与公司实际相结合,运用理论知识和分析法对公司现状进行分析,进而提出适合公司发展的薪酬制度。本文通过问卷调查实际了解公司薪酬体系的现状,运用层次分析法得到了该公司销售部门销售人员薪酬体系中存在一些不合理因素,紧接着借鉴国内外先进的经验和方法,针对HRJT公司存在的薪酬体系问题,在固定工资、绩效工资和福利建设等方面进行改进。最后提出了销售人员薪酬体系改进的实施保障。本论文运用问卷调查法、层次分析法等研究方法,透析HRJT公司销售人员薪酬体系,提出适合公司实际情况的、具有可操作性的薪酬方案。期望本论文的研究成果可以为销售行业薪酬管理提供素材。
[Abstract]:With the development of China's socialist market economy and the continuous expansion of the degree of opening to the outside world, the domestic and foreign advanced enterprise management system and experience on the development of enterprises in China has become increasingly significant. Enterprise sales department as a platitudinous topic is paid more and more attention to by more and more enterprises. Scientific and effective salary management system can give full play to the best working condition of employees and stimulate the greatest potential. And then for the enterprise to create more economic benefits, but if the design of the salary management system is unreasonable, it will cause a lot of losses to the enterprise. The research object of this paper includes four parts: salary, bonus, subsidy and welfare. There are many problems, such as high fixed salary ratio, poor incentive effect of performance wage, single welfare design and so on. If this phenomenon can not be improved, it will bring huge losses to the management and sustainable development of the company. How to formulate a scientific and reasonable compensation system, optimize the process of enterprise compensation management, mobilize the enthusiasm of the enterprise sales personnel, and promote them to create outstanding enterprise performance. It is one of the important issues that HRJT company must pay attention to. This paper takes the present situation of salary management of HRJT company as the investigation research, and combines the theory of compensation management with the company practice. Using theoretical knowledge and analysis to analyze the current situation of the company, and then put forward a suitable compensation system for the development of the company. This paper through a questionnaire survey to understand the actual status of the company's compensation system. Using the analytic hierarchy process to get some unreasonable factors in the compensation system of sales staff in the sales department of the company, and then draw lessons from the advanced experience and methods at home and abroad. In view of the HRJT company's salary system problems, in the fixed salary. Finally, the paper puts forward the implementation guarantee of the improvement of the salary system of sales personnel. This paper uses the questionnaire method, the analytic hierarchy process and other research methods. This paper analyzes the compensation system of sales personnel of HRJT Company, and puts forward a feasible compensation scheme suitable to the actual situation of the company. It is expected that the research results of this paper can provide material for the compensation management of sales industry.
【学位授予单位】：山东理工大学
【学位级别】：硕士
【学位授予年份】：2016
【分类号】：F272.92;F426.7

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