發(fā)布時間：2018-05-29 15:24

  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)展以及中國市場的巨大潛力，吸引了很多跨國制藥企業(yè)進行投資。人才是保證企業(yè)得以長久發(fā)展的基本要素，面對激烈的競爭，要保持企業(yè)穩(wěn)定的市場增長和實現(xiàn)企業(yè)的戰(zhàn)略目標(biāo)，跨國制藥公司之間開展了對人才的爭奪戰(zhàn)。人才管理能夠幫助企業(yè)和個人最佳地發(fā)揮其長期優(yōu)勢，為組織提供持續(xù)的人才供應(yīng)，使公司在與競爭對手的抗衡中保持競爭優(yōu)勢。 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強企業(yè)之一。L公司的戰(zhàn)略目標(biāo)是成為中國成長最迅速的制藥企業(yè)，最卓越的員工，最優(yōu)秀的公司。擁有一支優(yōu)秀的一線銷售隊伍，是決定著公司能夠取得成功的重要因素。加強人才管理可以幫助L公司招募、識別、發(fā)展、管理和留任一線銷售員工，使公司增強競爭力，實現(xiàn)可持續(xù)發(fā)展。 首先，本文采用文獻研究法，搜集和查閱了相關(guān)文獻，整理出有關(guān)人才管理的概念、理論和模型；通過與傳統(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，通過問卷調(diào)查法，診斷出L公司一線銷售隊伍目前存在的人才管理問題，分析出一線銷售員工對管理層的信心、目前的工作成績?nèi)狈ι霞壍恼J(rèn)可、希望獲得更高的收入及更高的銷售獎金，得到更多的發(fā)展機會等方面不滿意，都增加了人員流失的風(fēng)險。最后，，應(yīng)用分析歸納法，在人才管理的文獻資料基礎(chǔ)上，結(jié)合員工滿意度問卷調(diào)查得出的結(jié)果，論文提出，從目標(biāo)選才、績效管理、個人發(fā)展、內(nèi)部激勵四個具體方面，來優(yōu)化L公司人才管理的選人機制、用人機制、育人機制、留人機制，從而幫助L公司打造人才供應(yīng)鏈，確保L公司通過吸引、發(fā)展、保留并有效使用一線銷售員工來提高業(yè)績，實現(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)位級別】：碩士
【學(xué)位授予年份】：2013
【分類號】：F272.92;F416.72

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3 彭t

本文編號：1951367