發(fā)布時(shí)間：2019-01-05 06:53

【摘要】：房地產(chǎn)企業(yè)的生存和發(fā)展依賴于優(yōu)秀的人才,如何吸引人才,并使之為房地產(chǎn)企業(yè)所用,成為了房地產(chǎn)企業(yè)發(fā)展需要思考的重要問(wèn)題,激勵(lì)理論的出現(xiàn)正是解決這一問(wèn)題的最有效手段。 世家房地產(chǎn)公司是一家從事房地產(chǎn)銷(xiāo)售的企業(yè),具有一支強(qiáng)大的銷(xiāo)售團(tuán)隊(duì)是世家房地產(chǎn)公司成立以來(lái)不斷發(fā)展和進(jìn)步的保證。但是,單調(diào)的、不能跟隨企業(yè)發(fā)展不斷改進(jìn)的激勵(lì)方案已經(jīng)不能適應(yīng)世家房地產(chǎn)公司的發(fā)展需求,已經(jīng)失去了對(duì)銷(xiāo)售人員的激勵(lì)作用。在這種情形下,世家房地產(chǎn)公司想要改變這種現(xiàn)狀,必須有一種合適的激勵(lì)機(jī)制對(duì)銷(xiāo)售人員進(jìn)行激勵(lì),充分的調(diào)動(dòng)其積極性,使銷(xiāo)售人員的潛能得以發(fā)揮,促進(jìn)公司形成新的核心競(jìng)爭(zhēng)力。 本文研究過(guò)程將銷(xiāo)售人員的需求作為研究的基礎(chǔ),在此研究的基礎(chǔ)上借鑒激勵(lì)的研究理論,對(duì)現(xiàn)階段的銷(xiāo)售人員的需要和需求的滿足與否情況進(jìn)行深入的調(diào)查與分析,發(fā)現(xiàn)存在的問(wèn)題。借助相關(guān)的研究理論和研究經(jīng)驗(yàn),設(shè)計(jì)出符合世家房地產(chǎn)公司實(shí)際情況的激勵(lì)機(jī)制：建立圍繞職業(yè)生涯發(fā)展規(guī)劃的激勵(lì)體系；完善以薪酬為核心的物質(zhì)激勵(lì)；創(chuàng)建能夠?qū)M足心理需求作為目標(biāo)的精神激勵(lì)體系。 文中主要采用理論結(jié)合實(shí)際的研究方法,參閱大量文獻(xiàn)后對(duì)于銷(xiāo)售人員的需求進(jìn)行調(diào)查,設(shè)計(jì)出了銷(xiāo)售人員適用的激勵(lì)體系。因?yàn)轶w系的設(shè)立是在實(shí)際的調(diào)查基礎(chǔ)上進(jìn)行的,所以更加具有針對(duì)性、實(shí)踐性和可操作性。激勵(lì)體系的實(shí)施會(huì)對(duì)銷(xiāo)售人員的工作熱情產(chǎn)生刺激作用,進(jìn)而能夠增強(qiáng)企業(yè)的銷(xiāo)售力量。
[Abstract]:The survival and development of real estate enterprises depend on excellent talents. How to attract talents and make them used by real estate enterprises has become an important issue for the development of real estate enterprises. The emergence of incentive theory is the most effective way to solve this problem. Shijia Real Estate Company is a real estate sales company, with a strong sales team is Shijia real estate company since the establishment of the continuous development and progress of the guarantee. However, the monotonous incentive scheme which can not follow the continuous improvement of the enterprise development has been unable to adapt to the development needs of the family real estate companies, and has lost its incentive role to the sales staff. In this case, the family real estate companies want to change this situation, must have a suitable incentive mechanism to motivate the salespeople, fully mobilize their enthusiasm, so that the potential of the salespeople can be realized. Promote the formation of new core competitiveness of the company. The research process of this paper takes the demand of the salesperson as the basis of the research. On the basis of the research, the author makes a thorough investigation and analysis on the needs and the satisfaction of the demand of the salesperson at the present stage, based on the theory of motivation. Find a problem. With the help of relevant research theory and research experience, the paper designs the incentive mechanism which accords with the actual situation of the family real estate company: establishes the incentive system around the career development plan, consummates the material incentive which takes the salary as the core; Create a spiritual incentive system that can meet psychological needs as a goal. This paper mainly adopts the research method of combining theory with practice, referring to a lot of literature to investigate the demand of sales personnel, and designs a suitable incentive system for salespeople. Because the establishment of the system is based on the actual investigation, it is more targeted, practical and operational. The implementation of the incentive system will stimulate the work enthusiasm of the sales staff, and then enhance the sales force of the enterprise.
【學(xué)位授予單位】：華東理工大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類(lèi)號(hào)】：F272.92;F293.3

【參考文獻(xiàn)】

相關(guān)期刊論文 前8條

1 張愛(ài)蘭;;企業(yè)銷(xiāo)售人員績(jī)效考核淺談[J];企業(yè)研究;2011年18期

2 劉剛;;基于人本原理的企業(yè)激勵(lì)機(jī)制研究[J];山西廣播電視大學(xué)學(xué)報(bào);2011年01期

3 廖成林,劉華,喬憲木;銷(xiāo)售隊(duì)伍管理中防范道德風(fēng)險(xiǎn)的激勵(lì)模型[J];中國(guó)流通經(jīng)濟(jì);2003年07期

4 史亞楠;;現(xiàn)代企業(yè)營(yíng)銷(xiāo)團(tuán)隊(duì)的人才激勵(lì)問(wèn)題初探[J];中國(guó)商貿(mào);2010年02期

5 劉淑麗;;知識(shí)型員工激勵(lì)機(jī)制研究[J];中國(guó)商貿(mào);2010年02期

6 張彥;用整體薪酬激勵(lì)員工[J];中國(guó)人力資源開(kāi)發(fā);2004年04期

7 王洪書(shū);;企業(yè)員工的薪酬與人工成本控制[J];中小企業(yè)管理與科技(下旬刊);2009年03期

8 王凱;;崗位細(xì)節(jié)設(shè)計(jì) 延長(zhǎng)員工興奮期[J];中外管理;2005年09期

，

本文編號(hào)：2401436