本文選題：銷售人員　切入點(diǎn)：薪酬方案　出處：《西安工業(yè)大學(xué)》2014年碩士論文　論文類型：學(xué)位論文

【摘要】：隨著我國市場經(jīng)濟(jì)的深入發(fā)展和對外開放的逐步擴(kuò)大,國外先進(jìn)的企業(yè)管理經(jīng)驗(yàn)和制度對我國企業(yè)的發(fā)展影響越來越大,人力資源管理由于其至關(guān)重要的地位而受到越來越多的國內(nèi)企業(yè)的關(guān)注和重視,而企業(yè)的銷售部門是企業(yè)業(yè)績的關(guān)鍵,是企業(yè)能否立足于市場的決定性問題,所以,如何通過改進(jìn)企業(yè)的人力資源管理調(diào)動企業(yè)銷售人員的工作積極性,促使他們不斷創(chuàng)造企業(yè)新的業(yè)績,是現(xiàn)代企業(yè)市場發(fā)展必須關(guān)注的重要課題之一�？傮w來說,不同的企業(yè),其文化、發(fā)展方向、規(guī)模和人員組成等都存在著差別,但是僅僅以企業(yè)的銷售人員來說,業(yè)績是其工作的結(jié)果,決定著他們的工作待遇以及企業(yè)的發(fā)展,銷售人員的人力資源管理同樣涉及到培訓(xùn)、薪酬、晉升等各個方面。 調(diào)查表明,本文的研究對象山東綠葉制藥公司銷售部門骨干員工的較高流失率給公司的發(fā)展以及經(jīng)營帶來了巨大的損失,其較高的流失率主要是因?yàn)槟壳暗男匠牦w系并不能夠滿足銷售人員的需求,不能夠?qū)ζ洚a(chǎn)生足夠的激勵作用,因此,有必要對綠葉制藥公司的銷售人員的薪酬方案進(jìn)行必要的改進(jìn)研究,通過增強(qiáng)該公司薪酬體系的激勵作用,來帶動銷售人員的積極性,從而降低公司銷售人員的流失率。 本文的研究方法主要包括文獻(xiàn)檢索法、問卷調(diào)查法、電話訪談法以及數(shù)理統(tǒng)計(jì)分析,具體的研究內(nèi)容主要包括五個方面的內(nèi)容：本文第一部分主要進(jìn)行課題研究的背景、課題意義、主要研究內(nèi)容等方面的介紹；第二部分進(jìn)行銷售人員人力資源管理的文獻(xiàn)研究,包括國內(nèi)的研究文獻(xiàn)和國外的研究文獻(xiàn),并且對銷售人員薪酬模式的研究綜述進(jìn)行了相應(yīng)的整理；再次分析了綠葉制藥公司銷售人員薪酬現(xiàn)狀及其問題分析,主要介紹了本文的研究對象綠葉制藥公司的概況、銷售人員配置狀況、薪酬方案現(xiàn)狀、滿意度調(diào)查以及銷售人員薪酬方案存在的主要問題；最后提出了綠葉制藥公司銷售人員薪酬方案改進(jìn),首先介紹了銷售人員薪酬方案改進(jìn)的原則和思路,其次介紹銷售人員薪酬改進(jìn)方案的主要內(nèi)容,最終提出銷售人員薪酬方案的實(shí)施保障；第五章結(jié)論,總結(jié)本文前述的研究與發(fā)現(xiàn)。
[Abstract]:With the further development of our market economy and the gradual expansion of the opening to the outside world, the foreign advanced enterprise management experience and system have more and more great influence on the development of our country's enterprises. Human resource management is paid more and more attention to by more and more domestic enterprises because of its vital position. The sales department of enterprises is the key of enterprise performance and the decisive question of whether the enterprise can be based on the market, so, How to improve the human resource management of the enterprise to arouse the enthusiasm of the sales personnel and promote them to continuously create new performance is one of the important topics that must be paid attention to in the development of the modern enterprise market. Generally speaking, different enterprises, There are differences in their culture, development direction, size and personnel composition, but only in the case of sales personnel, performance is the result of their work, which determines their working conditions and the development of the enterprise. Human resources management of sales personnel also involves training, compensation, promotion and other aspects. The investigation shows that the high turnover rate of the key staff in the sales department of Shandong Green Leaf Pharmaceutical Company has brought huge losses to the development and operation of the company. Its high wastage rate is mainly due to the fact that the current compensation system does not meet the needs of sales personnel and does not provide sufficient incentives for them, so, It is necessary to improve the compensation scheme of sales staff of Green Leaf Pharmaceutical Company, and to promote the enthusiasm of sales personnel by strengthening the incentive effect of the compensation system of the company, thereby reducing the turnover rate of sales personnel in the company. The research methods of this paper mainly include literature retrieval method, questionnaire survey method, telephone interview method and mathematical statistics analysis. The specific research contents mainly include five aspects: the first part of this paper mainly carries on the topic research background, The second part is the literature research on human resource management of sales personnel, including domestic research literature and foreign research literature. Finally, the paper analyzes the current situation and problems of the compensation of sales personnel in Green Leaf Pharmaceutical Company, mainly introduces the general situation of the research object of Green Leaf Pharmaceutical Company. Finally, the paper puts forward the improvement of sales compensation scheme of Green Leaf Pharmaceutical Company, including the status of sales personnel, the current situation of compensation scheme, the survey of satisfaction and the main problems existing in the compensation plan of sales personnel. This paper first introduces the principles and ideas of the improvement of the salary scheme of the salespeople, then introduces the main contents of the scheme of the salary improvement of the salespeople, and finally puts forward the implementation guarantee of the compensation scheme for the salespeople. Chapter 5th concludes, Summarize the above-mentioned research and discovery in this paper.
【學(xué)位授予單位】：西安工業(yè)大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2014
【分類號】：F426.72;F272.92

【參考文獻(xiàn)】

相關(guān)期刊論文 前4條

1 李國欣;幾種銷售提成激勵方案的比較[J];化工管理;2005年08期

2 楊延?jì)?;銷售人員可變薪酬水平模型及其實(shí)證研究[J];工業(yè)技術(shù)經(jīng)濟(jì);2010年02期

3 劉雪梅;;基于激勵理論的供應(yīng)鏈管理[J];合作經(jīng)濟(jì)與科技;2011年24期

4 王衛(wèi)東;陳麗芬;;論我國高新技術(shù)企業(yè)的人力資源管理[J];中國人力資源開發(fā);1998年12期

，

本文編號：1640714