本文選題：化妝品專賣店 + 銷售人員　； 參考：《云南大學(xué)》2014年碩士論文

【摘要】：近年來,在專賣店渠道的化妝品市場上,外資、合資強(qiáng)勢入駐,民族品牌也不斷崛起。專賣店渠道的化妝品競爭異常激烈,終端銷售人員(業(yè)內(nèi)稱為美容導(dǎo)師)為公司實現(xiàn)利潤奠定了基礎(chǔ)。因此高素質(zhì)、有經(jīng)驗的銷售人員成為企業(yè)之間爭奪的對象。X化妝品公司近年來也同樣面臨銷售人員流失問題。銷售隊伍的不穩(wěn)定,不利于企業(yè)持續(xù)發(fā)展,同時銷售人員的流失會帶走企業(yè)對專賣店管理的技術(shù)標(biāo)準(zhǔn)與管理經(jīng)驗,影響企業(yè)的品牌形象；另外銷售人員的流失也會影響到其他員工,造成員工忠誠度的下降,使企業(yè)凝聚力降低。 本文通過對X公司在職員工的滿意度調(diào)查和對離職員工進(jìn)行訪談,獲取了大量的數(shù)據(jù)資料和文字信息。從企業(yè)因素出發(fā)結(jié)合化妝品銷售人員高度年輕化、女性的特點,探究影響銷售人員流失的原因。通過對員工流動和員工流失問題理論上的研究,結(jié)合實際工作經(jīng)驗,提出了緩解、解決員工流失問題的建議和對策。希望通過這些建議和對策,能給X公司銷售人員流失問題管理上提供參考和解決方案。
[Abstract]:In recent years, in the cosmetics market of specialty stores, foreign capital and joint ventures have entered strongly, and national brands have also been rising. The cosmetics competition in specialty stores is very fierce, and the end-selling staff (called beauty instructors) lay the foundation for the company to realize profit. Therefore, highly qualified and experienced salespeople have become the object of competition among enterprises. X Cosmetics Company also faces the problem of turnover of sales personnel in recent years. The unstable sales force is not conducive to the sustainable development of enterprises, and the loss of sales personnel will take away the technical standards and management experience of the management of specialty stores, which will affect the brand image of enterprises; In addition, the loss of sales staff will affect other employees, resulting in a decline in employee loyalty and corporate cohesion. Based on the investigation of the satisfaction of the employees in X Company and the interview with the former employees, this paper obtains a lot of data and text information. Combined with the characteristics of young and female cosmetic salesmen, the reasons that affect the turnover of salespeople are explored. Based on the theoretical study of employee turnover and staff turnover, and combining with practical work experience, the paper puts forward some suggestions and countermeasures to alleviate and solve the problem of staff turnover. Through these suggestions and countermeasures, I hope to provide a reference and solution to the problem of turnover of sales staff in X Company.
【學(xué)位授予單位】：云南大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2014
【分類號】：F272.92;F426.72

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