發(fā)布時(shí)間：2018-06-16 08:25

  本文選題：優(yōu)質(zhì)工業(yè)快消品 + 銷售人員�。� 參考：《華東理工大學(xué)》2014年碩士論文

【摘要】：銷售人員的績(jī)效管理是現(xiàn)代企業(yè)生存和發(fā)展的關(guān)鍵要素之一,也是人力資源管理的重要課題。如何使銷售人員有效地完成業(yè)績(jī),并且長(zhǎng)期為企業(yè)服務(wù),將使企業(yè)的經(jīng)營(yíng)收益和抗風(fēng)險(xiǎn)能力大大提高。從事銷售職業(yè)的人員眾多,從中甄選合格人員、設(shè)立有效的激勵(lì)機(jī)制、配置合理的資源、提供適當(dāng)?shù)男匠辍⒁?guī)劃相對(duì)理想的職業(yè)發(fā)展路徑,都將有利于銷售團(tuán)隊(duì)的建設(shè)和成長(zhǎng),有利于銷售人員的業(yè)績(jī)?cè)鲩L(zhǎng)。通過(guò)對(duì)銷售人員實(shí)施績(jī)效管理,提高銷售人員績(jī)效能力,使得企業(yè)在市場(chǎng)競(jìng)爭(zhēng)中獲得優(yōu)勢(shì),是各類企業(yè)共同關(guān)注的課題。 論文首先對(duì)研究的目的、意義、背景和方法作了介紹,然后對(duì)績(jī)效管理的相關(guān)理論進(jìn)行闡述,之后介紹WK公司的基本情況,對(duì)銷售人員的績(jī)效現(xiàn)狀進(jìn)行分析,通過(guò)對(duì)行業(yè)背景、市場(chǎng)容量、銷售特點(diǎn)、薪酬結(jié)構(gòu)、激勵(lì)機(jī)制等進(jìn)行詳細(xì)分析,找到WK公司銷售人員績(jī)效不足的原因,提出改進(jìn)措施,初步形成一套結(jié)合企業(yè)實(shí)際,具有可操作性的的績(jī)效管理對(duì)策。最后對(duì)全文進(jìn)行總結(jié),提出持續(xù)改進(jìn)的方向。
[Abstract]:The performance management of sales personnel is one of the key elements in the survival and development of modern enterprises, and is also an important subject of human resource management. How to make the salesperson complete the achievement effectively, and serve for the enterprise for a long time, will make the management profit and the ability of resisting the risk of the enterprise greatly enhance. There are many people engaged in the sales profession. The selection of qualified personnel, the establishment of an effective incentive mechanism, the allocation of reasonable resources, the provision of appropriate remuneration, and the planning of a relatively ideal career development path will all contribute to the construction and growth of the sales team. Good sales performance growth. It is a common concern for all kinds of enterprises to implement performance management to improve the performance ability of sales personnel and to make enterprises gain advantages in the market competition. This paper first introduces the purpose, significance, background and methods of the research, then expounds the relevant theories of performance management, then introduces the basic situation of WK Company, analyzes the current situation of the sales personnel, and analyzes the background of the industry. Market capacity, sales characteristics, salary structure, incentive mechanism, etc., are analyzed in detail to find out the reasons for the underperformance of sales personnel in WK Company, and to put forward some improvement measures to form a set of measures to combine the actual situation of the enterprise. Operational performance management strategy. Finally, the paper summarizes the whole paper and puts forward the direction of continuous improvement.
【學(xué)位授予單位】：華東理工大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2014
【分類號(hào)】：F272.92;F426.1

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