本文關(guān)鍵詞： 電氣配件行業(yè) 執(zhí)行力 影響因素 銷售團隊　出處：《華北電力大學(xué)》2013年碩士論文　論文類型：學(xué)位論文

【摘要】：國內(nèi)中小企業(yè)已經(jīng)成為國民經(jīng)濟支柱中最有活力的力量,但管理不夠完善,執(zhí)行力低,已經(jīng)成為制約企業(yè)長遠發(fā)展的瓶頸。在中小企業(yè)中,銷售部門是影響公司業(yè)績的關(guān)鍵部門,因此,對銷售團隊管理是公司管理的重點和難點,直接關(guān)乎企業(yè)的未來。 本文基于國內(nèi)外對于執(zhí)行力的相關(guān)研究成果,立足于電氣配件行業(yè),采用定性與定量相結(jié)合分析的方法,從銷售人員個人和公司團隊兩個方面對團隊執(zhí)行力的構(gòu)成和影響因素進行探討和分析。研究結(jié)果表明,電氣配件行業(yè)中銷售執(zhí)行不暢是多數(shù)企業(yè)的發(fā)展瓶頸。本次研究結(jié)果表明,個人執(zhí)行力是團隊執(zhí)行力的基礎(chǔ),個人執(zhí)行力中的個人意愿,個人特質(zhì),知識技能,洞察力,溝通能力五種因素直接制約銷售人員業(yè)績；執(zhí)行環(huán)境及執(zhí)行文化中的組織認同、績效管理、公司培訓(xùn)、激勵機制、薪酬制度五種因素直接影響團隊的執(zhí)行力。團隊執(zhí)行力和個人執(zhí)行力的矩陣分析結(jié)果表明：在電氣配件行業(yè),銷售團隊管理中,五種因素對團隊執(zhí)行力影響程度不同,由大到小分別為：績效管理、公司培訓(xùn)、組織認同、激勵機制、薪酬制度。 通過銷售團隊執(zhí)行力影響因素的研究,一方面,有利于從整體上提升銷售團隊的執(zhí)行力,另一方面,有利于提升銷售人員個人執(zhí)行力,使銷售人員能夠清楚地認識到勝任銷售崗位所必須自身的條件和能力,指導(dǎo)自身職業(yè)生涯規(guī)劃。此外,個人執(zhí)行力和團隊執(zhí)行力的影響因素也為公司在銷售人員的選聘和培訓(xùn)提供有力的參考依據(jù)。
[Abstract]:Domestic small and medium-sized enterprises have become the most dynamic force in the pillar of the national economy, but the management is not perfect and the execution ability is low, which has become the bottleneck restricting the long-term development of enterprises. In the small and medium-sized enterprises, The sales department is the key department which affects the company's performance. Therefore, the management of the sales team is the key and difficult point of the company management, which is directly related to the future of the enterprise. In this paper, based on the domestic and foreign research results on executive power, based on the electrical accessories industry, the qualitative and quantitative analysis method is adopted. The composition and influencing factors of team execution are discussed and analyzed from two aspects: individual salesperson and company team. The results show that, The results of this study show that personal execution is the basis of team execution, individual will, personal characteristics, knowledge and skills, insight, etc. Five factors of communication ability directly restrict the performance of sales personnel; organizational identity, performance management, company training, incentive mechanism in executive environment and executive culture, The results of matrix analysis of team execution and personal executive power show that in the electrical accessories industry, the five factors have different influence on the team executive ability in the electric parts industry, the sales team management, and the sales team management, and the effect of the five factors on the team execution is different. From big to small are: performance management, company training, organizational identity, incentive mechanism, compensation system. On the one hand, through the study of the factors affecting the executive power of the sales team, on the one hand, it is advantageous to enhance the executive power of the sales team as a whole, on the other hand, it is conducive to the promotion of the personal execution ability of the sales. To enable sales personnel to clearly understand the necessary conditions and abilities for a sales position to guide their career planning. Personal execution and team execution also provide a strong reference for the company in the selection and training of sales personnel.
【學(xué)位授予單位】：華北電力大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2013
【分類號】：F272.92;F426.6

【參考文獻】

相關(guān)期刊論文 前6條

1 王傳斌;;揭開“執(zhí)行力”的面紗[J];當(dāng)代經(jīng)理人;2006年07期

2 鄭洪斌;;提高團隊銷售執(zhí)行力的著力點[J];中國牧業(yè)通訊;2010年08期

3 胡德高;“執(zhí)行力”基因促變企業(yè)[J];中國石油企業(yè);2005年09期

4 初淑娟;;執(zhí)行力管理不力在哪里[J];施工企業(yè)管理;2010年01期

5 潘志斌;;四個要訣提升個人執(zhí)行力[J];人才資源開發(fā);2007年08期

6 王文剛;胡文凡;;如何管控你的銷售團隊[J];中小企業(yè)管理與科技(中旬刊);2010年04期

相關(guān)碩士學(xué)位論文 前4條

1 彭利文;通過績效管理提高銷售人員執(zhí)行力的研究[D];華中科技大學(xué);2005年

2 劉鎮(zhèn)溶;創(chuàng)建高績效銷售團隊[D];華中科技大學(xué);2007年

3 董圓圓;個人執(zhí)行力與組織執(zhí)行力的關(guān)系探討[D];暨南大學(xué);2008年

4 徐莎莎;基于勝任力模型的銷售人才測評研究[D];南京理工大學(xué);2010年

，

本文編號：1513659