本文選題：人力資源 + 銷售人員��； 參考：《大連海事大學(xué)》2013年碩士論文

【摘要】：人力資源是現(xiàn)代企業(yè)管理中的戰(zhàn)略性資源,也是影響企業(yè)發(fā)展的最關(guān)鍵的因素之一,而激勵(lì)開(kāi)發(fā)是人力資源管理的重要手段。企業(yè)實(shí)行激勵(lì)機(jī)制的最根本的目的是正確地誘導(dǎo)員工的工作動(dòng)機(jī),使他們?cè)趯?shí)現(xiàn)組織目標(biāo)的同時(shí)又實(shí)現(xiàn)自身的需要,增加其滿意度,從而使他們的積極性和創(chuàng)造性保持和發(fā)揚(yáng)到最佳狀態(tài),并為企業(yè)的長(zhǎng)期經(jīng)濟(jì)效益及發(fā)展提供有效的保障。因此建立一套科學(xué)的有效的激勵(lì)機(jī)制直接關(guān)系企業(yè)的生存和發(fā)展。在企業(yè)激勵(lì)機(jī)制的創(chuàng)建中,不能忽視人的需要的作用,只有建立以人為本的激勵(lì)機(jī)制,才能使其在企業(yè)的生存和發(fā)展中發(fā)揮巨大的作用。然而企業(yè)的銷售工作是面臨目前國(guó)內(nèi)外市場(chǎng)全球化競(jìng)爭(zhēng)日益激烈的一個(gè)重大挑戰(zhàn),也是企業(yè)可持續(xù)發(fā)展的前進(jìn)動(dòng)力,因此,企業(yè)做好銷售工作尤為重要。銷售工作是一項(xiàng)富有挑戰(zhàn)性和創(chuàng)造性的工作,與其它職位相比,銷售工作為希望獨(dú)立和自由運(yùn)作的人提供了良好的機(jī)會(huì),同時(shí)也是一個(gè)巨大的挑戰(zhàn),因此銷售工作是一份很有吸引力的職業(yè)。但事實(shí)上,對(duì)船舶配套企業(yè)的銷售人員而言‘,許多船舶配套企業(yè)都面臨著銷售人員流失率高,業(yè)績(jī)下滑的困擾。本文通過(guò)對(duì)瓦錫蘭公司銷售人員激勵(lì)問(wèn)題的研究來(lái)反映該公司對(duì)此方面存在的一些問(wèn)題。企業(yè)之間的競(jìng)爭(zhēng)實(shí)際上是人才之間的競(jìng)爭(zhēng),誰(shuí)掌握了人才,誰(shuí)就掌握了市場(chǎng)競(jìng)爭(zhēng)的主動(dòng)權(quán)。如何防止瓦錫蘭公司優(yōu)秀銷售人員流失,維持企業(yè)人才優(yōu)勢(shì),保持企業(yè)銷售人員的戰(zhàn)斗力,也是該企業(yè)人力資源部門工作的重要部分。本文將采用相關(guān)理論描述和實(shí)際案例分析相結(jié)合的研究方法,探討和研究瓦錫蘭公司激勵(lì)銷售人員的可行方法,使該企業(yè)銷售人員激勵(lì)方法更具有針對(duì)性、實(shí)用性和有效性,實(shí)現(xiàn)企業(yè)和銷售人員共同發(fā)展。
[Abstract]:Human resource is the strategic resource in modern enterprise management, and it is also one of the most important factors that affect the development of enterprise, and incentive development is an important means of human resource management. The most fundamental purpose of enterprise incentive mechanism is to correctly induce employees' work motivation, so that they can realize their own needs while achieving organizational goals, and increase their satisfaction. So that their enthusiasm and creativity to maintain and carry forward to the best state, and for the long-term economic benefits and development of enterprises to provide effective protection. Therefore, the establishment of a scientific and effective incentive mechanism is directly related to the survival and development of enterprises. In the establishment of enterprise incentive mechanism, the role of human needs can not be ignored. Only by establishing a people-oriented incentive mechanism can it play a great role in the survival and development of enterprises. However, the sales work of the enterprise is facing the domestic and foreign market globalization competition increasingly fierce challenge, is also the enterprise sustainable development forward motive force, therefore, the enterprise completes the sale work is particularly important. Sales work is a challenging and creative job. Compared with other positions, sales work provides a good opportunity for people who want to work independently and freely. It is also a great challenge. So a sales job is an attractive job. But as a matter of fact, many ship supporting enterprises are faced with the problem of high turnover of sales personnel and declining performance. In this paper, we study the incentive problem of sales staff in Wachelan Company to reflect some problems in this respect. The competition between enterprises is actually the competition between talents, who grasps the talent, who grasps the initiative of market competition. How to prevent the loss of outstanding sales personnel, maintain the advantage of talents and maintain the combat effectiveness of sales personnel is also an important part of the human resources department of the company. This paper will adopt the research method of combining relevant theory description and practical case analysis, discuss and study the feasible method of motivating salesperson in Wasselan Company, and make the incentive method of salesperson in this enterprise more pertinence, practicability and effectiveness. To achieve the common development of enterprises and sales personnel.
【學(xué)位授予單位】：大連海事大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類號(hào)】：F272.92;F416.474

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本文編號(hào)：2049894