论文题目:xM有限公司营销人员薪酬方案研究 学科专业:工商管理 学生姓名:徐锐亚学生签名: 导师姓名:胡利利副教授导师签名: 晦每毛毛 摘要 在市场经济环境下,企业营销业绩的完成状况直接关切企业的生存和发展,而企业营 销业绩的完成与营销团队的素质和积极性的调动密切相关探索建立与不断完善营销人员 薪酬方案,对于营销人员积极性的调动和企业经营目标的实现具有重要现实意义而且近 年来人力资源管理方面研究的重点与难点之一XM有限公司是论文选择XM有限公司营 销人员为对象,研究薪酬方案设计,具有重要的现实意义和理论价值 论文首先界定了研究的目的!意义!方法!思路和内容;其次,研究综述了薪酬!营 销人员薪酬相关理论,为研究奠定了基础平台;再次,论文以访谈和问卷调查为主要方法, 对XM有限公司及其营销人员薪酬现状进行了调查!描述和分析,找出了存在的诸如薪酬 保障功能不足!激励薪酬导向不合理!薪酬方案针对性不强!薪酬构成不合理以及缺乏系 统设计等问题;进而,论文针对XM有限公司营销人员现行薪酬方案中存在的主要问题, 依据XM有限公司发展对营销人员薪酬改进的要求,以前述理论为指导,对XM有限公司 营销人员薪酬方案进行优化,如增加基本薪酬以满足营销人员生存的基本需要,增加绩效 薪酬考核指标以改变原有营销过程中消极的行为和态度,增加非物质性报酬以满足营销人 员的精神需求;最后,为了确保XM有限公司营销人员薪酬方案的有效实施,论文主要从 薪酬方案的实施程序!建立规范的薪酬制度!加强公司的薪酬管理!非物质薪酬设计!薪 酬动态改进以及加强薪酬管理过程的沟通等六个方面对薪酬方案的实施措施进行了探讨 论文研究过程理论结合实际,定性定量分析相结合 论文研究过程及其结果,对XM有限公司营销人员薪酬方案优化具有参考价值,对同 类企业营销人员薪酬方案优化具有借鉴价值 =关键词>营销人员 =论文类型>应用研究 薪酬制度薪酬方案一一一一一一一一一一一一一一竺鲤 Title:StudyontheSalaryPlanofSalesManofXMCo.,Ltd. Major:BusinessAdministration Name:XuRuiya Tutor:HULili Signatur:Ku瓜{严 Signature:卫生旦二一 AbstraCt UnderthePremiseofthemarketeconomy,thestatusofthesalesPeri沁rmaneedireetly concernsforthesurvivalanddeveloPmentofenierprises.A刀dthecomPetitionsofsalesare eloselylinkedwiththemobilizationofsalesteam,5enthusiasmandquality.Salesman,s r刀une丁ationPlan15exPloredandestablishedeontinuouslywhichhasaimPortantPractieal 51脚ficanceforthemobilizationofsaleste田n,5enthusiasmandimPlementationofthe enterprises,businessgoals,butitalso15thediffieultpointandthefocusinhumanresources managementresearehinreeentyears.ThisPaPerchoosessalesmanofXMCo.,Ltd.forthe studytarget,andstudyforitsPlandesign,which15ofgreatrealistiesignificaneeandthcoretieal value. Atfirst,thePaPerhasadefinitionforthePUrposeofthestudy,the51娜ficanee,methods, ideasandcontent;Seeondly,thesalaryandthesalary一relatedthcoryofsalesmanarereviewed, thishaslaidafoundationPlatformforthisPaPer;Thirdly,interviewsandthesurvey15usedas themainmethodforthedescriPtionandanalysisofXMCo.,Ltd.anditssaiesman,ssal娜 statuswhichidentifytheexisteneeProblemssuchasinadequateofthesalaryPlan,5SuPPort 九netions,unLreasonableofthesalaryPlan,5ineentive-oriented,theP喇neneeofsal娜Plan15 notstrong,salaryPlanformation15切叮easonable,sal叼Plandesignsinsufficieney;Then,based onthemainProblemsoftheeurrentsal娜Planandusedthebeforetheoryasaguide,the PaPersresearchanddesignasalaryPlanforthesalesmanofXMCo.,Ltd.,aceordingtothe imProvedrequlrementsoftheXMCo.,Ltd.Suchasinereasingthebasiefundamentalsal娜to satisfythesalesman,5aPersonnelexistingneeds,inereasingachievementeffectsalary indicatorsforPeri沁rmaneeaPPraisaltochangeoriginalthesalesman,5Proeessinactively, behaviorPreParesattitude,inereasingthesPiritneedbeingnotmaterialityrewardtothesales man,5satisfy;Finally,thePaPerhaveearriedoutsixasPectimPlernentsmeasuretoinvestigate anddiscusstheimPletnentationmeasu了esonthesalaryPlanofthesalesmanofXMCo.,Ltd., suchasensuringthesaiesmanofXMCo.,Ltd#,thesalaryfulfilsthePlaneffeetive imPletnentation,thep叩ermainPuttingProeedureinioPracticefromsalaryPlan,buildstandard salarysystem,reinforcingthesalaryPlan,5management,designingasPiritsalaryPlan,the salaryPlandeveloPmentimProves,reinforcesalaryPa丫rnentmanagementProeess西安理工大学工商管理硕士学位论文 eommumeation.DuringresearehProeess,there15acontractionbetweenthetheoryandPraetiee, qualitativeandquantitativeanalysis. ThispaPer,5researehprocessandresultsPromotethel代IProvelnentofthesalesman,s sal娜PlanofXMCo.,Ltd.andinthesamehasarefereneevaluesforthesalesman,5salary Planofs俪larenterprises# [Keywords1salesman;sal叮system;sal娜Plan [勺peofpaperlAPpliedResearch 多目录 目录# 1绪论./000000..000.000../.0.000二00,0/0/00.0////////.0.,00000////..0.0/0//二00///,1 1.1研究背景及意义........................................................................#...#1 1.1.1研究背景.................................................................................................................1 1.1.2研究意义...................................................................................................#.............1 1.2研究方法和内容..............................................................................#3 1.3研究思路和框架.............................................................................................3 2理论综述0.00000000000.///////0,00000/0////00:.000////.0000///0000/00////000.5 2.1薪酬管理基本理论.......................................................#.5 2.1.1薪酬的内涵.....................................................................................5 2.1.2薪酬的构成................................................................................#......#.6 2.1.3薪酬的功能...................................................................................#...7 2.1.4影响薪酬水平的因素.......................................8 2.1.5薪酬管理基本理论的主要学派及其观点.............................................................9 2.2薪酬制度比较研究............................................#10 2.2.1美国薪酬制度............................................................................#10 2.2.2日本薪酬制度.......................................................................................................10 2.2.3欧洲薪酬制度...............................................................................11 2.2.4国内薪酬制度相关研究状况...............................................................................12 2.3企业营销人员薪酬模式.........................................13 2.3.1基本工资+奖金模式....................................13 2.3.2基本工资+业务提成模式....................................................................................13 2.3.3基本工资+业务提成+奖金模式..........................................................................14 2.3.4纯业务提成模式...................................................................................................14 2.3.5总额分解模式.......................................................................................................15 2.4营销人员薪酬发展趋势...........................................#..#巧 3XM有限公司营销人员薪酬现状及其分析./,000////00/./0.00/.0.0/.//..//.0/0./000.17 3.1XM有限公司基本状况..............................................................................................17 3.2营销总公司及营销部组织结构..........,................................................................17 3.2.1营销总公司组织结构............................................................#17 3.2.2营销部组织结构...................................................................,.........................18 3.3XM有限公司营销人员薪酬现状..............................................,.........................20 3.4XM有限公司营销人员薪酬存在的问题..................................................................21 4XM有限公司营销人员薪酬方案设计./二0.00二0.0.0.00二0/.0000.0:./0/..00.0........0/.25 4.1设计目的与原则..................................................................................#25 产西安理工大学工商管理硕士学位论文 4.1.1设计目的..............................................................................................................25 4.1.2设计原则..............................................................................................................26 4.2XM有限公司营销人员薪酬功能定位..................................................................,26 4.3XM有限公司营销人员薪酬项目与结构设计..........................................................27 4.3.1一般营销人员薪酬模式......................................................................................28 4.3.2营销管理人员薪酬模式......................................................................................29 4.4XM有限公司营销人员基本薪酬设计......................................................................30 4.4.1基本薪酬形式确定..............................................................................................30 4.4.2工作分析..............................................................................................................31 4.4.3岗位说明书..........................................................................................................32 4.4.4岗位评价..............................................................................................................34 4.4.5基本薪酬的确定..................................................................................................42 4.5XM有限公司营销人员绩效薪酬设计......................................................................45 4.5.1一般营销人员的绩效薪酬设计..........................................................................45 4.5.2营销管理人员的绩效薪酬设计..........................................................................47 4.6XM有限公司营销人员福利薪酬设计......................................................................49 4.6.1弹性福利薪酬原则及特点..................................................................................50 4.6.2弹性福利薪酬内容及实施条件..........................................................................51 4.7XM有限公司营销人员薪酬方案设计......................................................................53 5薪酬方案的实施措施.///.//0/00000.0///.//000000000000//././//0/0000000.0,/,55 5.1薪酬方案的实施程序.................................................................................................55 5.2建立规范的薪酬制度.....................................................................,.....................56 5.3加强公司的薪酬管理.................................................................................................57 5.4非物质薪酬设计.........................................................................................................58 5.5薪酬动态改进.............................................................................................................58 5.6加强薪酬管理过程的沟通.........................................................................................58 6结论//.///00000:.////0/000,/二//00/000/000/,0/000.00..,.,//0////000000.60 致谢.0//0.00////0/00000/../////0000,//00/000..00.0/..//00/.00000.////0//00/00.61