在知识经济到来之际，人才在经济社会中的地位凸显，同时也逐渐成为企业的核
心竞争力。人力资源管理作为人才资源有效开发、合理配置、科学利用和全面激
励的管理制度、程序和方法，在现代企业中受到高度关注和广泛应用。

JGWD 公司是一家专业从事智能卡产品及相关应用系统的研发、生产、销售和
服务的高新技术企业，凭着二十多年的发展经验，公司已率先确立了在技术和应
用市场的行业领先地位。然而，现阶段从企业内部来看，企业机构庞大，造成决
策速度偏慢及人员流动性过高等问题，致使人力资源成本居高不下；从企业外部
来看，不少国际巨头企业和国内企业均不断增加智能卡产品的研发经费投入，市
场竞争面临较为严峻的挑战。为了保持 JGWD 公司的行业龙头低位，客观上需要公
司更加重视人才的管理，尤其是在人员比例中超半数的、直接影响公司产品推广
和经济效益的销售人员的管理，销售人员人力资源管理体系优化成为突破公司发
展瓶颈的关键。

本文择取 JGWD 公司销售人力资源管理体系为研究对象，在阐述和归纳人力资
源管理内涵、基本理念和人力资源管理体系主要内容等理论知识的基础上，通过
调查问卷法和访谈法分析 JGWD 公司现行销售人力资源管理体系的相关现状，在对
相关数据资料进行梳理的前提下，认真分析 JGWD 公司现行销售人员人力资源管理
体系存在的问题，最后从招聘管理、培训管理、绩效管理、薪酬管理四大模块提
出 JGWD 公司销售人力资源管理体系优化的具体对策，以期为 JGWD 公司做出相应
优化决策提供具有参考和借鉴价值的基本思路和方法，在为 JGWD 公司创造一个有
利于吸引、开发和发展销售人才的良好环境的基础上，推动 JGWD 公司销售业绩和
产品知名度的提升，充分实现企业的发展战略目标和经济效益。

关键词：销售人员，人力资源管理体系，优化对策

II
ABSTRACT
With the promotion and development of the market economy and globalize
competition, the competition between enterprises is also more and more fierce. On the
occasion of the arrival of the knowledge economy, the position of talents is heightened,
and is gradually become the core competence of the enterprise. Human resources
management plays as the management systems, procedures and methods of human
resources effectively development, reasonable configuration, scientific usage and
comprehensive incentive, and is highly regarded and widely used in the modern
enterprises.
JGWD Company is a high-tech enterprise professionally engaging in the smart
card products and development, production, sales and service of related application
system, with more than 20 years of experience, the company has established industrial
leading position in the technology and application market. However, at the present stage,
from the perspective of inner-enterprise, enterprise institution is large, causing the
problems that decision speed becomes relatively slow and personnel mobility becomes
relatively high and leading to the high human resource cost; from the perspective of
outer-enterprise, many international giant enterprises and domestic enterprises are
increasing smart research and development expenditure on the smart card, and the
market competition face more severe challenges. In order to keep JGWD Company’s
industrial leading statue, it requires the company to pay more attention to the talents
management, especially in the management of sales personnel whose personnel
proportion is more than half, and sales personnel directly affect product promotion and
economic benefit, sales personnel human resource management system optimization has
become the key of breaking company development bottleneck.
This paper picks up JGWD Company’s sales personnel human resource
management system optimization as the research object, on the basis of elaborating and
summarizing the theory knowledge such as the definition and basic concepts of human
resource management and the major contents of human resource management system,
collects information about JGWD Company’s status of sales personnel human resourceIII
management system, seriously analysis the problems of JGWD Company’s existing
sales personnel human resource management system on the foundation of elaborating
and summarizing the theory knowledge of human resource management system, and put
forward the specific optimization measures from four modules of recruitment
management, training management, performance management, salary management, in
purpose of providing basic ideas and methods with reference value for JGWD
Company’s corresponding optimization decision. On the basis of creating a good
environment which is conducive to attract, develop and push sales talents, promote the
enhancement of JGWD Company’s sales performance and product awareness and
realize the enterprise’s strategic goals and economic benefits fully.
Keyword Sales personnel, human resource management system, optimization
measures