本文關(guān)鍵詞： 客戶經(jīng)理 激勵(lì) 方案 需求 對(duì)策　出處：《新疆大學(xué)》2015年碩士論文　論文類型：學(xué)位論文

【摘要】：面臨激烈的競(jìng)爭(zhēng)大環(huán)境,卷煙營(yíng)銷成為煙草商業(yè)企業(yè)重中之重的工作,作為營(yíng)銷工作的具體實(shí)施者,客戶經(jīng)理發(fā)揮著舉足輕重的作用,塔城地區(qū)煙草公司提高競(jìng)爭(zhēng)力關(guān)鍵在于用良好的激勵(lì)機(jī)制調(diào)動(dòng)一線客戶經(jīng)理的積極性、能動(dòng)性,通過(guò)科學(xué)、有效的管理和激勵(lì),努力實(shí)現(xiàn)客戶經(jīng)理個(gè)人價(jià)值和企業(yè)價(jià)值的雙贏目的。本文通過(guò)學(xué)習(xí)激勵(lì)的一般理論及研究成果,以塔城地區(qū)煙草公司客戶經(jīng)理為對(duì)象進(jìn)行實(shí)證研究,通過(guò)深度訪談、調(diào)查,了解客戶經(jīng)理激勵(lì)現(xiàn)狀,分析客戶經(jīng)理的隊(duì)伍特點(diǎn)和需求特征。尋找企業(yè)現(xiàn)有客戶經(jīng)理激勵(lì)工作中存在的問(wèn)題,對(duì)于那些有效的激勵(lì)做法繼續(xù)堅(jiān)持,對(duì)于不足有針對(duì)性的提出符合企業(yè)實(shí)際需要的解決方案,整理出適合塔城煙草客戶經(jīng)理激勵(lì)方案設(shè)計(jì)的具體思路,搭建激勵(lì)方案模型。從客戶經(jīng)理專業(yè)技能聘期管理、績(jī)效考核、“雙通道晉升”路徑等方面對(duì)激勵(lì)方案進(jìn)行設(shè)計(jì)及綜合效果評(píng)價(jià),提出對(duì)策建議,通過(guò)方案的實(shí)施激發(fā)客戶經(jīng)理工作熱情,提升工作質(zhì)量,在促進(jìn)企業(yè)發(fā)展的同時(shí)實(shí)現(xiàn)客戶經(jīng)理個(gè)人價(jià)值。
[Abstract]:In the face of fierce competition, cigarette marketing has become the most important work of the tobacco commercial enterprises. As the concrete implementers of the marketing work, the account manager plays an important role. The key to improve the competitiveness of Tacheng tobacco companies lies in mobilizing the enthusiasm and initiative of first-line account managers with good incentive mechanism, and through scientific, effective management and incentive. Through the study of the general theory and research results of incentive, taking Tacheng tobacco company customer manager as the object of empirical research, through in-depth interviews, the investigation, the author tries to achieve the win-win goal of individual value of customer manager and enterprise value. Understand the current situation of account manager motivation, analyze the characteristics of the team and needs of the customer manager. Find out the problems existing in the incentive work of the existing customer manager in the enterprise, and continue to adhere to those effective incentive practices. For the lack of targeted solutions to meet the actual needs of the enterprise, sorting out the specific ideas suitable for Tacheng tobacco customer manager incentive scheme design, build incentive scheme model. From the client manager professional skills employment period management, In the aspects of performance appraisal, "double channel promotion" path and so on, the design and comprehensive effect evaluation of incentive scheme are carried out, and the countermeasures and suggestions are put forward to stimulate the enthusiasm of the customer manager and improve the work quality through the implementation of the plan. Promote the development of enterprises while realizing the personal value of customer managers.
【學(xué)位授予單位】：新疆大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2015
【分類號(hào)】：F272.92;F721

【參考文獻(xiàn)】

相關(guān)期刊論文 前2條

1 郭廷棟;;國(guó)有企業(yè)員工激勵(lì)問(wèn)題研究[J];科技經(jīng)濟(jì)市場(chǎng);2010年04期

2 張小永;激勵(lì)理論的綜述及其啟示[J];當(dāng)代教育科學(xué);2004年06期

，

本文編號(hào)：1540844