發(fā)布時間：2018-03-20 17:54

  本文選題：人力資源管理　切入點：職業(yè)生涯管理　出處：《東北林業(yè)大學》2014年碩士論文　論文類型：學位論文

【摘要】：銷售人員在企業(yè)中起著重要的作用,是企業(yè)快速、穩(wěn)定發(fā)展的有力保障。而銷售人員穩(wěn)定性差、工作壓力大等職業(yè)特性導致其忠誠度低、離職率居高不下。解決這個問題的關鍵在于將銷售人員職業(yè)生涯發(fā)展與企業(yè)持續(xù)發(fā)展相結合。本文以玖龍紙業(yè)為例,探討銷售人員職業(yè)生涯管理,為實現個人和企業(yè)的雙贏提供理論支持和方法。 首先,本文立足于國內外職業(yè)生涯管理的研究成果,對相關理論體系進行梳理。其次,分析了玖龍紙業(yè)銷售人員職業(yè)生涯管理現狀和存在的問題。其存在的問題有銷售人員缺乏準確的自我認識、職業(yè)生涯規(guī)劃不清晰、銷售人員素質測評內容單、人力資源制度與職業(yè)生涯管理不匹配、職業(yè)發(fā)展通道與銷售人員職業(yè)生涯需求不匹配及企業(yè)文化過于強調經濟價值。然后,通過文獻查閱與訪問調查,從個人和企業(yè)兩個方面探討銷售人員職業(yè)生涯發(fā)展的影響因素,提出職業(yè)生涯發(fā)展影響因素模型,構建相應的影響因素指標體系,并設計調查問卷,獲得84份有效樣本,對樣本數據進行了相關的分析處理。最后,基于現狀分析和實證研究結果,探討了玖龍紙業(yè)銷售人員職業(yè)生涯管理對策。
[Abstract]:Sales personnel play an important role in the enterprise, which is the strong guarantee for the rapid and stable development of the enterprise. The key to solving this problem is to combine the career development of salespeople with the sustainable development of enterprises. This paper takes Nine Dragons Paper as an example to discuss the career management of salespeople. It provides theoretical support and methods for realizing the win-win situation of individuals and enterprises. First of all, based on the research results of career management at home and abroad, this paper combs the relevant theoretical system. This paper analyzes the present situation and existing problems of the career management of the salespeople in Nine Dragons Paper Industry. The problems include the lack of accurate self-knowledge of the salespeople, the lack of clear career planning, the contents of the quality evaluation of the salespeople. Human resources system and career management do not match, career development channels and career needs of salespeople do not match, and corporate culture emphasizes economic value too much. This paper probes into the influencing factors of the career development of salespeople from the two aspects of individual and enterprise, puts forward a model of influencing factors of career development, constructs the corresponding index system of influencing factors, designs a questionnaire, and obtains 84 valid samples. Finally, based on the current situation analysis and empirical research results, the paper discusses the career management strategies of sales personnel in Nine Dragons Paper Industry.
【學位授予單位】：東北林業(yè)大學
【學位級別】：碩士
【學位授予年份】：2014
【分類號】：F272.92;F426.83

【共引文獻】

中國博士學位論文全文數據庫 前1條

1 鄒小玲;雇員可雇傭能力與職業(yè)成功及其關系研究[D];北京交通大學;2013年

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本文編號：1640171