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  本文選題：有色金屬貿(mào)易　切入點：影響因素　出處：《上海外國語大學(xué)》2014年碩士論文　論文類型：學(xué)位論文

【摘要】：有色金屬（主要包括銅、鋁、鉛、鋅、鎳等金屬），是與國民經(jīng)濟(jì)、人民日常生活及國防工業(yè)、科學(xué)技術(shù)發(fā)展息息相關(guān)的基礎(chǔ)性材料和極其重要的戰(zhàn)略物資，我國一直以來都是有色金屬的消費、生產(chǎn)大國。而有色金屬貿(mào)易型企業(yè)，在提高商品周轉(zhuǎn)效率、有效傳遞市場信息、為上下游提供增值服務(wù)等方面則發(fā)揮著不可替代的紐帶和橋梁作用。 近些年來，伴隨著一波又一波的國民經(jīng)濟(jì)建設(shè)高潮，有色金屬行業(yè)充滿活力的同時，企業(yè)間的競爭也日益加劇。市場競爭力與市場占有率息息相關(guān)，因此有色金屬企業(yè)都希望藉由提升銷售量和銷售額來提升企業(yè)競爭力。而企業(yè)整體銷量則是每一個銷售人員個體銷售業(yè)績的總和，基于這一點，，提升企業(yè)銷售人員的整體銷售能力也就成為了加強(qiáng)企業(yè)競爭力的一個重要途徑。 在綜合閱讀、分析和歸納已有研究成果的基礎(chǔ)上，結(jié)合有色金屬行業(yè)和有色金屬貿(mào)易企業(yè)的特點，本文認(rèn)為銷售人員的銷售業(yè)績與人格特征、授權(quán)感知和薪酬感知等三方面因素關(guān)系密切，并基于此確立了三個方面的假設(shè)。即：人格特征與銷售績效之間有一定的相關(guān)性；領(lǐng)導(dǎo)授權(quán)和授權(quán)感知與績效之間具有一定的相關(guān)性；薪酬模式感知與銷售績效之間有一定的相關(guān)性，為了證實上述三個假設(shè)的真?zhèn)�，本研究針對有色金屬企業(yè)銷售人員業(yè)績及三個可能的影響因素設(shè)計了專門的調(diào)查問卷，通過訪談和問卷回收，獲取了超過200個銷售人員的樣本數(shù)據(jù)。進(jìn)而采用SPSS統(tǒng)計軟件，利用相關(guān)分析、多元線性回歸分析等方法對上述假設(shè)進(jìn)行了驗證。結(jié)果發(fā)現(xiàn)，個人因素中外向性和盡責(zé)性的人格特質(zhì)、組織因素中的授權(quán)感知與銷售績效存在相關(guān)性。 同時，本文認(rèn)為，上述研究結(jié)論對有色金屬貿(mào)易企業(yè)的銷售人員選拔、培訓(xùn)、管理等方面有著現(xiàn)實指導(dǎo)意義，并簡要闡述了具體應(yīng)用方向和方法。
[Abstract]:Non-ferrous metals (mainly copper, aluminum, lead, zinc, nickel and other metals) are basic materials and extremely important strategic materials closely related to the national economy, the daily life of the people, the national defense industry, and the development of science and technology. China has always been a major consumer and producer of non-ferrous metals. Non-ferrous metal trading enterprises are improving the efficiency of commodity turnover and effectively transmitting market information. Providing value-added services for the upstream and downstream plays an irreplaceable role as a link and bridge. In recent years, with wave after wave of national economic construction climax, while the non-ferrous metal industry is full of vitality, the competition among enterprises is also increasingly intensified. Market competitiveness and market share are closely related. Therefore, nonferrous metal companies want to increase their competitiveness by increasing sales volume and sales volume. And the overall sales volume of the enterprise is the sum of the individual sales performance of each salesperson. Based on this, Improving the overall sales ability of sales personnel has become an important way to strengthen the competitiveness of enterprises. On the basis of comprehensive reading, analysis and summarization of existing research results, combined with the characteristics of non-ferrous metal industry and non-ferrous metal trading enterprises, this paper considers the sales performance and personality characteristics of sales personnel. The three factors, such as authorization perception and salary perception, are closely related, and based on these, three hypotheses are established: there is a certain correlation between personality characteristics and sales performance; There is a certain correlation between leadership authorization and authorization perception and performance, and there is a certain correlation between compensation pattern perception and sales performance, in order to verify the authenticity of the above three hypotheses, In this study, a special questionnaire was designed for the performance of sales personnel and three possible influencing factors in non-ferrous metal enterprises. Through interviews and questionnaires, more than 200 sample data of sales personnel were obtained. Then SPSS software was used. Correlation analysis and multiple linear regression analysis were used to verify the above hypotheses. The results showed that the personality traits of extroversion and due diligence in individual factors and the perception of authorization in organizational factors were correlated with sales performance. At the same time, this paper holds that the above conclusions have practical significance for the selection, training and management of sales personnel in non-ferrous metal trading enterprises, and briefly expounds the specific application direction and methods.
【學(xué)位授予單位】：上海外國語大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2014
【分類號】：F272.92;F426.32

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本文編號：1639531