本文關(guān)鍵詞： 電氣配件行業(yè) 執(zhí)行力 影響因素 銷(xiāo)售團(tuán)隊(duì)　出處：《華北電力大學(xué)》2013年碩士論文　論文類(lèi)型：學(xué)位論文

【摘要】：國(guó)內(nèi)中小企業(yè)已經(jīng)成為國(guó)民經(jīng)濟(jì)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(zhǎng)遠(yuǎn)發(fā)展的瓶頸。在中小企業(yè)中,銷(xiāo)售部門(mén)是影響公司業(yè)績(jī)的關(guān)鍵部門(mén),因此,對(duì)銷(xiāo)售團(tuán)隊(duì)管理是公司管理的重點(diǎn)和難點(diǎn),直接關(guān)乎企業(yè)的未來(lái)。 本文基于國(guó)內(nèi)外對(duì)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(xiāo)售人員個(gè)人和公司團(tuán)隊(duì)兩個(gè)方面對(duì)團(tuán)隊(duì)執(zhí)行力的構(gòu)成和影響因素進(jìn)行探討和分析。研究結(jié)果表明,電氣配件行業(yè)中銷(xiāo)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(gè)人執(zhí)行力是團(tuán)隊(duì)執(zhí)行力的基礎(chǔ),個(gè)人執(zhí)行力中的個(gè)人意愿,個(gè)人特質(zhì),知識(shí)技能,洞察力,溝通能力五種因素直接制約銷(xiāo)售人員業(yè)績(jī)；執(zhí)行環(huán)境及執(zhí)行文化中的組織認(rèn)同、績(jī)效管理、公司培訓(xùn)、激勵(lì)機(jī)制、薪酬制度五種因素直接影響團(tuán)隊(duì)的執(zhí)行力。團(tuán)隊(duì)執(zhí)行力和個(gè)人執(zhí)行力的矩陣分析結(jié)果表明：在電氣配件行業(yè),銷(xiāo)售團(tuán)隊(duì)管理中,五種因素對(duì)團(tuán)隊(duì)執(zhí)行力影響程度不同,由大到小分別為：績(jī)效管理、公司培訓(xùn)、組織認(rèn)同、激勵(lì)機(jī)制、薪酬制度。 通過(guò)銷(xiāo)售團(tuán)隊(duì)執(zhí)行力影響因素的研究,一方面,有利于從整體上提升銷(xiāo)售團(tuán)隊(duì)的執(zhí)行力,另一方面,有利于提升銷(xiāo)售人員個(gè)人執(zhí)行力,使銷(xiāo)售人員能夠清楚地認(rèn)識(shí)到勝任銷(xiāo)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(gè)人執(zhí)行力和團(tuán)隊(duì)執(zhí)行力的影響因素也為公司在銷(xiāo)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(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類(lèi)號(hào)】：F272.92;F426.6

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