本文選題：一線銷售員工 + 人才管理　； 參考：《華南理工大學(xué)》2013年碩士論文

【摘要】：制藥行業(yè)的飛速發(fā)展以及中國(guó)市場(chǎng)的巨大潛力，吸引了很多跨國(guó)制藥企業(yè)進(jìn)行投資。人才是保證企業(yè)得以長(zhǎng)久發(fā)展的基本要素，面對(duì)激烈的競(jìng)爭(zhēng)，要保持企業(yè)穩(wěn)定的市場(chǎng)增長(zhǎng)和實(shí)現(xiàn)企業(yè)的戰(zhàn)略目標(biāo)，跨國(guó)制藥公司之間開(kāi)展了對(duì)人才的爭(zhēng)奪戰(zhàn)。人才管理能夠幫助企業(yè)和個(gè)人最佳地發(fā)揮其長(zhǎng)期優(yōu)勢(shì)，為組織提供持續(xù)的人才供應(yīng)，使公司在與競(jìng)爭(zhēng)對(duì)手的抗衡中保持競(jìng)爭(zhēng)優(yōu)勢(shì)。 L公司是一家全球性的以研發(fā)為基礎(chǔ)的醫(yī)藥公司，世界500強(qiáng)企業(yè)之一。L公司的戰(zhàn)略目標(biāo)是成為中國(guó)成長(zhǎng)最迅速的制藥企業(yè)，最卓越的員工，最優(yōu)秀的公司。擁有一支優(yōu)秀的一線銷售隊(duì)伍，是決定著公司能夠取得成功的重要因素。加強(qiáng)人才管理可以幫助L公司招募、識(shí)別、發(fā)展、管理和留任一線銷售員工，使公司增強(qiáng)競(jìng)爭(zhēng)力，實(shí)現(xiàn)可持續(xù)發(fā)展。 首先，本文采用文獻(xiàn)研究法，搜集和查閱了相關(guān)文獻(xiàn)，整理出有關(guān)人才管理的概念、理論和模型；通過(guò)與傳統(tǒng)人力資源管理的比較，突出了人才管理的創(chuàng)造性、持續(xù)性和整體性，從而為本文的研究奠定了基礎(chǔ)。然后，通過(guò)問(wèn)卷調(diào)查法，診斷出L公司一線銷售隊(duì)伍目前存在的人才管理問(wèn)題，分析出一線銷售員工對(duì)管理層的信心、目前的工作成績(jī)?nèi)狈ι霞?jí)的認(rèn)可、希望獲得更高的收入及更高的銷售獎(jiǎng)金，得到更多的發(fā)展機(jī)會(huì)等方面不滿意，都增加了人員流失的風(fēng)險(xiǎn)。最后，，應(yīng)用分析歸納法，在人才管理的文獻(xiàn)資料基礎(chǔ)上，結(jié)合員工滿意度問(wèn)卷調(diào)查得出的結(jié)果，論文提出，從目標(biāo)選才、績(jī)效管理、個(gè)人發(fā)展、內(nèi)部激勵(lì)四個(gè)具體方面，來(lái)優(yōu)化L公司人才管理的選人機(jī)制、用人機(jī)制、育人機(jī)制、留人機(jī)制，從而幫助L公司打造人才供應(yīng)鏈，確保L公司通過(guò)吸引、發(fā)展、保留并有效使用一線銷售員工來(lái)提高業(yè)績(jī)，實(shí)現(xiàn)公司的戰(zhàn)略目標(biāo)。
[Abstract]:The rapid development of the pharmaceutical industry and the huge potential of the Chinese market have attracted many multinational pharmaceutical enterprises to invest. Talent is the basic factor to ensure the long-term development of enterprises. In the face of fierce competition, to maintain stable market growth and achieve the strategic objectives of enterprises, multinational pharmaceutical companies have launched a battle for talents. Talent management can help enterprises and individuals to give full play to their long-term advantages, provide a continuous supply of talent for organizations, and enable companies to maintain competitive advantage in the competition with their competitors. L is a global R & D based pharmaceutical company, one of the top 500 companies in the world, the strategic goal of the company is to become the fastest growing pharmaceutical companies in China, the most outstanding employees, the best companies. Having an excellent first-line sales team is an important factor that determines the success of the company. Strengthening talent management can help company L to recruit, identify, develop, manage and retain front-line sales staff, so that the company can enhance its competitiveness and achieve sustainable development. First of all, this paper collects and consults the relevant literature by literature research, collates the concept, theory and model of talent management, and highlights the creativity of talent management by comparing it with traditional human resource management. The continuity and integrity lay the foundation for the research of this paper. Then, through the method of questionnaire, we diagnose the talent management problems existing in the first-line sales team of L Company, analyze the confidence of the front-line sales staff to the management, and lack the approval of the superiors in the current work results. The desire for higher income and higher sales bonuses, more development opportunities, and so on, all increase the risk of staff loss. Finally, based on the literature of talent management and the result of employee satisfaction survey, the paper puts forward four specific aspects: target talent selection, performance management, personal development, internal motivation. To optimize the talent selection mechanism, employment mechanism, education mechanism, retention mechanism of L Company, so as to help L Company build a talent supply chain and ensure that L Company develops through attracting and developing. Retain and effectively use front-line sales staff to improve performance and achieve the company's strategic goals.
【學(xué)位授予單位】：華南理工大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類號(hào)】：F272.92;F416.72

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本文編號(hào)：1951367