本文關(guān)鍵詞：微軟中國經(jīng)銷商培訓(xùn)模式研究　出處：《西北農(nóng)林科技大學(xué)》2013年碩士論文　論文類型：學(xué)位論文

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【摘要】：隨著中國經(jīng)濟(jì)的持續(xù)穩(wěn)定增長，消費水平逐步提高，電子信息產(chǎn)業(yè)已經(jīng)成為中國經(jīng)濟(jì)發(fā)展的支柱產(chǎn)業(yè)。微軟中國從1995年進(jìn)入中國市場后，無論從公司規(guī)模到銷售業(yè)績每年都有穩(wěn)定增長，產(chǎn)品從十幾種到現(xiàn)在的上百種，產(chǎn)品范圍已經(jīng)擴(kuò)充到客戶端、服務(wù)器平臺、信息工具、商業(yè)解決方案、移動應(yīng)用系統(tǒng)、嵌入式設(shè)備和家庭消費及娛樂。作為全球最大的軟件公司，微軟公司一直是新技術(shù)變革的領(lǐng)導(dǎo)者。在高度競爭的IT市場上，微軟中國在業(yè)績擴(kuò)張的同時也帶動了經(jīng)銷商規(guī)模的擴(kuò)大，于是經(jīng)銷商培訓(xùn)需求成為公司關(guān)注的焦點問題。從品牌知識到產(chǎn)品種類，從銷售技巧到成功解決方案等都需要通過高效的培訓(xùn)得以實現(xiàn)。而培訓(xùn)模式的選擇對培訓(xùn)的效果及影響也起到了至關(guān)重要的作用。微軟中國的迅速擴(kuò)張所產(chǎn)生的對培訓(xùn)的需求已經(jīng)遠(yuǎn)遠(yuǎn)超出了目前實施的培訓(xùn)模式，研究一套適合新形勢的微軟培訓(xùn)模式勢在必行。 論文以人力資源管理、企業(yè)文化、企業(yè)人才培養(yǎng)理論為指導(dǎo)，以微軟中國經(jīng)銷商培訓(xùn)模式為研究對象，在借鑒國內(nèi)外相關(guān)研究成果和深入微軟中國公司實地調(diào)研的基礎(chǔ)上，系統(tǒng)論述了經(jīng)銷商培訓(xùn)相關(guān)理論、培訓(xùn)模式在廠商、經(jīng)銷商中的重要關(guān)系，通過對比借鑒軟件行業(yè)中其他公司經(jīng)銷商培訓(xùn)模式，分析出微軟中國經(jīng)銷商培訓(xùn)模式的現(xiàn)狀和部分問題。隨后在結(jié)合問卷調(diào)查、對比分析等方法與理論基礎(chǔ)相結(jié)合等方式，運(yùn)用大量的數(shù)據(jù)及表格證明了微軟新經(jīng)銷商培訓(xùn)模式提出的必然性。最后通過對調(diào)研結(jié)果詳細(xì)分析，，結(jié)合國內(nèi)外科學(xué)管理理念和有效管理方法，在充分考慮微軟中國經(jīng)銷商培訓(xùn)自身特點的情況下，提出了符合微軟中國新經(jīng)銷商培訓(xùn)模式，即傳統(tǒng)教室培訓(xùn)與微軟在線培訓(xùn)有效結(jié)合的一種新的整合式培訓(xùn)模式。 論文研究得出以下三點結(jié)論：（1）傳統(tǒng)經(jīng)銷商培訓(xùn)模式不能滿足微軟在中國市場擴(kuò)張后的培訓(xùn)需求；（2）電子化培訓(xùn)將是軟件業(yè)的另一個發(fā)展趨勢；（3）靈活多樣的培訓(xùn)方式不僅可以滿足經(jīng)銷商自身的成長也可以帶動業(yè)務(wù)增長。
[Abstract]:With the sustained and steady growth of Chinese economy and the gradual improvement of consumption level, electronic information industry has become the pillar industry of China's economic development. Since 1995, Microsoft China has entered the Chinese market. No matter from the company size to sales performance has a steady growth every year, products from a dozen to hundreds of today, the product range has been expanded to client, server platform, information tools, business solutions. Mobile applications, embedded devices and home consumption and entertainment. As the world's largest software company, Microsoft has been a leader in new technological changes in the highly competitive IT market. Microsoft China in the performance expansion also led to the expansion of the size of dealers, so the demand for dealer training has become the focus of the company's attention, from brand knowledge to product types. From sales skills to successful solutions, it needs to be achieved through efficient training. The choice of training model also plays a vital role in the effectiveness and impact of training. The rapid expansion of Microsoft china has produced. The demand for training has gone far beyond the current training model. It is imperative to study a set of Microsoft training model suitable for the new situation. Under the guidance of human resource management, corporate culture and enterprise talent training theory, this paper takes Microsoft China dealer training model as the research object. On the basis of reference of domestic and foreign related research results and in-depth research of Microsoft China Company, this paper systematically discusses the relevant theory of dealer training and the important relationship of training model in manufacturers and dealers. By comparing and drawing lessons from other companies in the software industry, this paper analyzes the current situation and some problems of Microsoft China dealer training model. Comparative analysis and other methods combined with the theoretical basis, using a large number of data and tables to prove the necessity of Microsoft's new dealer training model. Finally, through a detailed analysis of the results of the survey. Combined with the scientific management concept and effective management methods at home and abroad, under the full consideration of the characteristics of Microsoft China dealer training, this paper puts forward a new dealer training model in line with Microsoft China. This is a new integrated training mode which combines traditional classroom training and Microsoft online training. This paper draws the following three conclusions: 1) the traditional dealer training model can not meet the training needs of Microsoft after the expansion of the Chinese market; (2) Electronic training will be another development trend of software industry; Flexible training methods can not only meet the growth of dealers themselves, but also drive business growth.
【學(xué)位授予單位】：西北農(nóng)林科技大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2013
【分類號】：F272.92;F49

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