然激烈。XEI房地产代理公司作为一家小型民营房地产代理公司,在激烈的竞争和变幻

莫测的市场形势下,公司的效益也出现明显的下降,究其根本原因是因为公司的销售团

队出现了一些问题。销售团队是房地产代理公司最核心和最有价值的人才资源。因此,

如何制定科学有效的激励体系,充分调动销售人员的积极性,成为各个房地产企业越来

越重视的问题。XD房地产代理公司以前老套的激励体系已经不能满足公司的发展需求

和员工的个人需要,销售团队整体素质不高,出现了严重的人才流失现象,这成为公司

进一步发展的巨大阻碍。因此,制定与时俱进的有效激励体系,是XD房地产代理公司

亟待解决的问题^

为了克服激励体系单一的缺点,最大程度上调动销售人员的积极性,从而实现提高

負

公司效益的目标,本文严格遵循发现问题、分析问题和解决问题的研究思路,先从理论

出发,结合激励的涵义和激励理论的类型,研究了激励的过程和原理,在分析国内外理

论研究成果的基础上,采用文献研究和实例论证的方法对相关理论进行透彻分析和理

解,并通过研究激励体系的作用和销售团队的特点为之后设计激励体系打下基础。本文

的内容重点在于结合XD房地产代理公司销售团队的激励现状以及目前房地产市场和房

地产代理行业出现的新形势和新特点,分析其存在的问题,结合自身的实际情况,制定

合理有效的人才激励战略;针对销售团队成员的个性特征制定高效和差异化并存的激励

体系;以人性化为原则,充分了解销售人员的需求。同时,为了保证激励体系的顺利有

效实施,提出相关落实措施。

通过对激励体系的深入研究和XD房地产代理公司销售团队的激励体系分析和优化

设计,希望在提高该公司销售业绩的同时为其他销售企业提供有益的参考。

【关键词】房地产;销售团队;激励理论;激励体系设计;

Title: Study on Sales Incentive System of the Marketing Team of

XD Real estate Proxy Company.

Specialty: Business Administration

In recent years, China's real estate market is in the doldrums, but the

competition among real estate enterprises is still fierce. The XD Real Estate

Proxy Company is a small private real estate Proxy Company. In the fierce

competition and changing unpredictable market situation, the company's

benefits are obviously decreased. The reason is that the company's marketing

team has some problems. The marketing team is the core of the real estate Proxy

Companies and the most valuable talent resources. Therefore, how to make

scientific and effective incentive mechanism, and how to fully mobilize the

enthusiasm of the marketing personnel, become the issue that all real estate

companies pay more and more attention to. The previous old incentive system of

XD real estate Proxy Company can not meet the development needs of the

company's sales team; the overall quality of the sales team is not high, and

therefore, there appears the phenomenon of serious brain drain, leading the

company's sales decline, which has become a great obstacle to the further

development of the company. Therefore, to formulate a modern effective

incentive system is the urgent issue for XD real estate Proxy Company's.

In order to overcome the defects of the single incentive system and to

mobilize the enthusiasm of the sales staff to the maximum extent, thus improve

the effectiveness of the company's target. The paper strictly follows research

ideas of discovery problem, analysis and solve problem. Firstly, from the theory,

combined with the meaning and types of incentive motivation theory, study the

process and principles of motivation, then on the basis of the analysis of

Name: Geng Ting

Tutor: Shi Yaojiang

domestic and international theoretical research results, with using literature