本文選題：ZW服飾 + 人力資源管理�。� 參考：《北京交通大學(xué)》2017年碩士論文

【摘要】：隨著電子商務(wù)的快速崛起,原有的商業(yè)模式漸漸發(fā)生改變,市場(chǎng)外部出口需求不斷下滑、內(nèi)部需求的增速難以提升,中國的服飾行業(yè)迎來了前所未有的競爭,企業(yè)的收益持續(xù)下降。再這樣的情況下,企業(yè)都將研究的重點(diǎn)鎖定為怎樣快速將自身競爭力提升,同時(shí)將此作為贏得市場(chǎng)的根基,進(jìn)而展開發(fā)展,爭取到更多的市場(chǎng)份額,提升銷售規(guī)模,從而獲取較高利潤。在這種背景下,企業(yè)針對(duì)銷售人員的培訓(xùn)工作具有重要的意義,這關(guān)系到企業(yè)的生存和發(fā)展。銷售工作者在服飾企業(yè)當(dāng)中是需要與消費(fèi)者面對(duì)面接觸的員工,所以其所具備的綜合素養(yǎng)及能力對(duì)于企業(yè)而言十分關(guān)鍵,其是不是在工作當(dāng)中可以敏銳的發(fā)現(xiàn)消費(fèi)的需求,對(duì)于企業(yè)的發(fā)展至關(guān)重要。因此,針對(duì)銷售工作者展開業(yè)務(wù)培訓(xùn),是當(dāng)前企業(yè)破除發(fā)展瓶頸的最佳途徑。本文選擇企業(yè)銷售人員培訓(xùn)問題及對(duì)策為研究對(duì)象,通過文獻(xiàn)分析法對(duì)該課題的研究背景,國內(nèi)外研究現(xiàn)狀進(jìn)行了總結(jié)和歸納,然后從相關(guān)概念出發(fā),對(duì)本研究涉及到的基本概念,銷售人員培訓(xùn)的相關(guān)概述,員工培訓(xùn)的理論基礎(chǔ)進(jìn)行了介紹,為后續(xù)的研究奠定理論基礎(chǔ)。通過案例分析法,選擇ZW服飾科技有限公司作為范例,先對(duì)ZW服飾科技有限公司銷售人員培訓(xùn)概況進(jìn)行闡述,包括ZW服飾科技有限公司的簡介和ZW服飾科技有限公司銷售人員培訓(xùn)概況介紹,重點(diǎn)找到其在培訓(xùn)銷售工作者過程中存在的不足,并從四個(gè)方面對(duì)ZW服飾銷售人員培訓(xùn)存在的問題以及原因分析,如缺乏完善的培訓(xùn)制度和機(jī)制、對(duì)銷售人員培訓(xùn)的重視程度不足、培訓(xùn)組織者憑借自己的理解擬定培訓(xùn)內(nèi)容、沒有衡量培訓(xùn)效果的途徑,進(jìn)而將此作為依據(jù),著重結(jié)合相關(guān)管理理論提出相應(yīng)的改進(jìn)意見及策略如下:建立嚴(yán)格的培訓(xùn)制度,進(jìn)行培訓(xùn)需求分析,依據(jù)培訓(xùn)需求制定企業(yè)的培訓(xùn)計(jì)劃,加強(qiáng)對(duì)銷售人員培訓(xùn)的認(rèn)識(shí),將互聯(lián)網(wǎng)時(shí)代的特征融入銷售人員培訓(xùn),將銷售人員培訓(xùn)和人力資源其他模塊結(jié)合。希望本文的研究能夠?yàn)閆W服飾科技有限公司以及同領(lǐng)域的相關(guān)企業(yè)供應(yīng)參考,同時(shí)為該領(lǐng)域的相關(guān)研究提供理論基礎(chǔ)和借鑒。
[Abstract]:With the rapid rise of e-commerce, the original business model gradually changed, the external export demand of the market continued to decline, the growth rate of internal demand is difficult to improve, China's clothing industry ushered in unprecedented competition. Corporate earnings continue to fall. Under such circumstances, enterprises will focus their research on how to quickly enhance their competitiveness, and at the same time take this as the basis for winning the market, and then develop to gain more market share and increase the sales scale. In order to obtain higher profits. In this context, the training of sales personnel is of great significance, which is related to the survival and development of enterprises. Sales workers are employees who need to face to face contact with consumers in clothing enterprises. Therefore, their comprehensive literacy and ability are very critical to the enterprises. Is it possible that they can acutely discover the demand for consumption in their work? It is very important for the development of enterprises. Therefore, business training for sales workers is the best way to break the bottleneck. In this paper, the problems and countermeasures of the training of sales personnel in enterprises are selected as the research object, the research background of the subject is summarized and summarized through the literature analysis method, and then from the related concepts, the paper summarizes and summarizes the current research situation at home and abroad. The basic concepts of this study, the related overview of sales personnel training, the theoretical basis of staff training are introduced, which will lay a theoretical foundation for further research. Through the case analysis, ZW clothing Technology Co., Ltd. is selected as an example to explain the general situation of sales personnel training of ZW clothing Technology Co., Ltd. Including the brief introduction of ZW clothing Technology Co., Ltd. And the training fact sheet of sales personnel of ZW Apparel Technology Co., Ltd., focusing on finding its shortcomings in the process of training sales workers. And from four aspects of ZW clothing sales personnel training problems and reasons, such as the lack of a sound training system and mechanism, insufficient attention to the training of sales personnel, training organizers with their own understanding of the development of training content, There is no way to measure the effect of training, and then take this as the basis, focusing on the relevant management theory to put forward the corresponding suggestions and strategies as follows: to establish a strict training system, training needs analysis, According to the training demand, we should make the training plan of the enterprise, strengthen the understanding of the training of the sales personnel, integrate the characteristics of the Internet era into the training of the sales personnel, and combine the training of the sales personnel with other modules of the human resources. It is hoped that the research in this paper can provide reference for ZW clothing Technology Co., Ltd and related enterprises in the same field, and also provide theoretical basis and reference for the relevant research in this field.
【學(xué)位授予單位】：北京交通大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類號(hào)】：F272.92;F426.86

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