發(fā)布時(shí)間：2018-11-02 18:18

【摘要】：激勵(lì)作為管理中一項(xiàng)非常重要的職能，是人本管理思想中的核心問(wèn)題。隨著知識(shí)經(jīng)濟(jì)時(shí)代的來(lái)臨，，人力資源的作用日趨顯著，如何激勵(lì)員工，使其產(chǎn)生更好的業(yè)績(jī)表現(xiàn)，為企業(yè)創(chuàng)造更大的利益，是企業(yè)管理者非常關(guān)注的一個(gè)問(wèn)題。銷售工作的完成，直接決定著企業(yè)收入的取得，因此，銷售工作一直是企業(yè)最為重視的一個(gè)經(jīng)營(yíng)環(huán)節(jié)。伴隨著產(chǎn)品差異性減小和消費(fèi)者重要性的加強(qiáng)，以及競(jìng)爭(zhēng)壓力的加劇，銷售工作的難度和復(fù)雜性越來(lái)越增加。銷售的過(guò)程要由銷售人員完成，因此，如何激勵(lì)銷售人員產(chǎn)生更好的業(yè)績(jī)表現(xiàn)，將成為關(guān)系企業(yè)經(jīng)營(yíng)發(fā)展的重要因素。 員工激勵(lì)的方式很多，浙江固耐公司作為一個(gè)處于企業(yè)發(fā)展期的中小型制造企業(yè)，始終在不斷加深對(duì)于激勵(lì)重要性的認(rèn)識(shí)和加強(qiáng)對(duì)激勵(lì)方式的改進(jìn)。受限于篇幅，本文主要分析浙江固耐公司人力資源管理職能中的薪酬福利、績(jī)效考評(píng)、培訓(xùn)及員工職業(yè)生涯規(guī)劃方面的激勵(lì)問(wèn)題。全文分五章進(jìn)行問(wèn)題闡述：第一章為緒論，簡(jiǎn)單介紹了論文的研究背景、研究目的和意義、國(guó)內(nèi)外在該方向的研究現(xiàn)狀及分析以及論文主要研究?jī)?nèi)容和主要研究方法及技術(shù)路線；第二章為公司銷售人員激勵(lì)問(wèn)題研究，具體從薪酬福利、績(jī)效考評(píng)、培訓(xùn)及職業(yè)生涯規(guī)劃四個(gè)方面闡述了公司的激勵(lì)現(xiàn)狀，并分析存在的制度問(wèn)題；第三章結(jié)合浙江固耐公司的激勵(lì)機(jī)制實(shí)際存在的問(wèn)題，對(duì)浙江固耐公司激勵(lì)機(jī)制進(jìn)行重構(gòu)，有針對(duì)性的提出了激勵(lì)設(shè)計(jì)的目標(biāo)和思路、方法和原則、重新規(guī)劃了激勵(lì)政策、并對(duì)政策適應(yīng)性進(jìn)行了闡述，重構(gòu)的銷售人員的激勵(lì)機(jī)制；第四章從激勵(lì)方案的實(shí)施步驟、激勵(lì)方案的保障措施兩個(gè)方面對(duì)銷售人員激勵(lì)機(jī)制進(jìn)行了重新設(shè)計(jì)。相信本文的論述對(duì)于國(guó)內(nèi)橡膠制品企業(yè)提高銷售人員激勵(lì)水平也會(huì)有一定的借鑒意義。
[Abstract]:As a very important function in management, motivation is the core problem of humanistic management. With the advent of the era of knowledge economy, the role of human resources is becoming more and more prominent. How to motivate employees to produce better performance and create greater benefits for enterprises is a problem that managers pay close attention to. The completion of sales directly determines the income of the enterprise, therefore, sales has been the most important business link. With the decrease of product difference, the enhancement of consumer importance and the intensification of competitive pressure, the difficulty and complexity of sales work are increasing. The process of sales should be completed by the sales personnel. Therefore, how to motivate the sales personnel to produce better performance will become an important factor in the business development of enterprises. There are many ways to motivate employees. As a small and medium-sized manufacturing enterprise in the period of enterprise development, Zhejiang Goodall Company is constantly deepening the understanding of the importance of incentive and strengthening the improvement of incentive mode. Limited by space, this paper mainly analyzes the incentive problems of compensation and welfare, performance evaluation, training and employee career planning in the human resource management function of Zhejiang Goodall Company. The thesis is divided into five chapters: the first chapter is the introduction, which briefly introduces the research background, purpose and significance of the thesis. The research status and analysis in this direction at home and abroad as well as the main research content, main research methods and technical route of the paper; The second chapter is the research of the incentive problem of the company's sales personnel, including the compensation and welfare, the performance evaluation, the training and the career planning, and analyzes the existing system problems. The third chapter combines the actual problems of incentive mechanism of Zhejiang Good-Nai Company, reconstructs the incentive mechanism of Zhejiang Good-Nai Company, puts forward the aim and thought of incentive design, methods and principles, and replans the incentive policy. It also expounds the policy adaptability and reconstructs the incentive mechanism of sales personnel. The fourth chapter redesigns the incentive mechanism from the following two aspects: the steps of the incentive scheme and the safeguard measures of the incentive scheme. It is believed that the discussion in this paper will have some reference significance for domestic rubber products enterprises to improve the incentive level of sales personnel.
【學(xué)位授予單位】：哈爾濱理工大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2014
【分類號(hào)】：F426.72;F272.92

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