發(fā)布時間：2018-01-11 00:05

  本文關(guān)鍵詞：E公司銷售部門薪酬體系研究　出處：《華東理工大學(xué)》2017年碩士論文　論文類型：學(xué)位論文

  更多相關(guān)文章： 銷售部門 薪酬體系 銷售獎金 激勵 改革

【摘要】：薪酬管理作為一項人力資源管理中的核心職能戰(zhàn)略管理工作,對于企業(yè)起到了吸引人才、保留人才和激勵人才的作用,也可以激發(fā)員工的積極性、主動性和創(chuàng)造性。通過有效的薪酬管理,可以使企業(yè)和員工實現(xiàn)雙贏的目標(biāo)。銷售部門是企業(yè)實現(xiàn)利潤的重要支撐,是滿足市場需求的重要部門,對于一個企業(yè)起著至關(guān)重要的作用。因此,銷售人員的薪酬體系管理成為銷售部門管理的重中之重。本文選取E公司銷售部門為研究對象,介紹了E公司銷售部門的基本情況和因大規(guī)模并購產(chǎn)生的影響,研究分析了薪酬體系現(xiàn)狀與特點,指明了目前薪酬管理與薪酬體系中存在問題及其產(chǎn)生原因,提出了針對E公司銷售部門的薪酬體系改進(jìn)措施和建議。本文基于相關(guān)薪酬理論和激勵理論的研究成果,對于E公司銷售部門薪酬體系的改革、優(yōu)化和改進(jìn)建議中,如薪酬體系制定、執(zhí)行和評估階段的改進(jìn)方案等,可以為類似行業(yè)背景和公司規(guī)模的同類型企業(yè)提供值得借鑒的解決方案。在全球商業(yè)環(huán)境快速變化與發(fā)展的影響下,應(yīng)注意不斷地變革與創(chuàng)新,以面對未來的銷售薪酬管理,達(dá)到對銷售人員的最優(yōu)激勵,從而使銷售部門成為連接公司與客戶的關(guān)鍵橋梁,成功地吸引和留住客戶。
[Abstract]:Salary management as a core function of human resources management strategic management work for enterprises to attract talent retain and motivate the role of talent can also stimulate the enthusiasm of employees. Initiative and creativity. Through effective compensation management, enterprises and employees can achieve win-win goals. Sales department is an important support for enterprises to achieve profits, is an important department to meet market needs. Therefore, the salary system management of sales personnel has become the most important part of sales department management. This paper selects E company sales department as the research object. This paper introduces the basic situation of sales department of E Company and the influence caused by large-scale M & A, studies and analyzes the present situation and characteristics of compensation system, and points out the existing problems and causes in the current salary management and compensation system. Based on the research results of the relevant compensation theory and incentive theory, this paper will reform the compensation system of E company sales department. Optimization and improvement proposals, such as compensation system development, implementation and evaluation phase of the improvement program. It can be used as a reference solution for similar enterprises with similar industry background and company size. Under the influence of the rapid change and development of the global business environment, we should pay attention to the constant change and innovation. In order to face the future sales compensation management, to achieve the best incentive to the sales staff, so that the sales department become a key bridge between the company and customers, and successfully attract and retain customers.
【學(xué)位授予單位】：華東理工大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2017
【分類號】：F272.92;F

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本文編號：1407310