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HX公司销售人员激励问题对策研究_MBA毕业论文DOC

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文本描述
HX公司销售人员激励问题对策研究
Research on Countermeasures to the Incentive Problems of Sales Staff in
HX Company
Abstract
As the main body of corporate sales activities, the behavior of sales staff directly
determines the income of the company. A more and more important work of HR management
in sales-based enterprises is how to stimulate the potential ability of sales personnel. HX
company that supplies HR services is this article’s research object, its market changes with the
rapid development of information technology. Thus, whether be successful in the increasingly
competitive market depends on whether to have an excellent sales team. In particular,
considering that the professional characteristics of sales work are quite different from other
positions within the company, when formulating an incentive plan, it is necessary to fully
consider its characteristics and understand its needs.
In this paper, the questionnaire survey method, literature research method and other
methods are used to study and analyze the current sales staff incentive problems of HX
Company. This article is composed of five chapters. The first chapter is the introduction, which
mainly elaborates the research background, research status and research methods. The second
chapter introduces the current research situation at home and abroad, and introduces the related
theories of incentives. The third chapter introduces the general situation of HX company and
analyzes the current situation of the sales staff incentive plan from the five dimensions of salary,
benefits, training, promotion and corporate culture. Chapter 4 summarizes the existing
problems of the current incentive policy through a questionnaire survey of sales personnel, and
finds that the existing salary system is unreasonable, the benefits are weak, the training is
lacking in system, the promotion mechanism is unscientific and the corporate culture is weak.
In the fifth chapter, here discuss improvement strategy of HX company sales staff incentive, in
view of the existing incentive policies of HX company sales staff, from optimizing the existing
salary system, diversification of welfare programs, perfecting the training system, improving
the promotion system, and attaching importance to corporate cultural incentives, etc.
Corresponding countermeasures were put forward.
Through the research on incentive problems of sales staff in HX Company, this article
provides specific countermeasures for solving the problem, as well as hopes to provide a
valuable reference for other companies facing the same problem.
Key Words: Sales staff; Incentive; Salary and benefits; Training; Promotion
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大连理工大学专业学位硕士学位论文
目录
摘 要............................................................................................................................I
Abstract ............................................................................................................................II
1 绪论..............................................................................................................................1
1.1 研究背景...........................................................................................................1
1.2 研究目的和意义...............................................................................................1
1.3 研究内容与方法...............................................................................................2
1.3.1 研究内容................................................................................................2
1.3.2 研究方法................................................................................................3
2 相关理论综述..............................................................................................................4
2.1 国内外研究综述...............................................................................................4
2.1.1 国外研究现状........................................................................................4
2.1.2 国内研究现状........................................................................................5
2.2 激励相关理论...................................................................................................6
2.2.1 需求层次理论........................................................................................6
2.2.2 双因素理论............................................................................................7
2.2.3 期望理论................................................................................................8
2.2.4 成就需要理论......................................................................................10
3 HX公司销售人员激励现状.....................................................................................11
3.1 HX公司简介 ..................................................................................................11
3.1.1 HX公司概况.......................................................................................11
3.1.2 公司组织架构......................................................................................11
3.2 HX公司销售人员简介..................................................................................12
3.2.1 销售人员基本情况..............................................................................12
3.2.2 销售人员的工作特点..........................................................................16
3.3 HX公司销售人员激励现状..........................................................................17
3.3.1 薪酬方面现状......................................................................................18
3.3.2 福利方面现状......................................................................................18
3.3.3 培训制度现状......................................................................................19
3.3.4 晋升机制现状......................................................................................20
3.3.5 企业文化现状......................................................................................21
4 激励现状存在问题及其原因....................................................................................22
- III -

HX公司销售人员激励问题对策研究
4.1 问卷调查.........................................................................................................22
4.1.1 问卷内容..............................................................................................22
4.1.2 问卷发放..............................................................................................22
4.1.3 问卷分析..............................................................................................23
4.2 HX公司销售人员激励存在的问题..............................................................29
4.2.1 薪酬指标难以达成..............................................................................29
4.2.2 福利内容单一......................................................................................30
4.2.3 培训仅针对新员工..............................................................................30
4.2.4 晋升条件难以达成..............................................................................30
4.2.5 企业文化未得到员工认可..................................................................31
4.3 当前激励存在问题原因分析.........................................................................31
4.3.1 薪酬体系不完善..................................................................................31
4.3.2 福利内容单薄......................................................................................32
4.3.3 培训缺乏系统性..................................................................................33
4.3.4 晋升机制不科学..................................................................................33
4.3.5 企业文化建设薄弱..............................................................................34
5 销售人员激励的改进策略........................................................................................36
5.1 优化现有薪酬体系.........................................................................................36
5.1.1 销售岗进行职级设计..........................................................................36
5.1.2 优化基本工资构成..............................................................................37
5.1.3 调整绩效和奖金..................................................................................38
5.2 福利内容多元化自助化.................................................................................40
5.2.1 扩充福利内容和类别..........................................................................40
5.2.2 福利自助餐式申领..............................................................................42
5.3 完善培训体系.................................................................................................42
5.3.1 扩展培训内容......................................................................................42
5.3.2 丰富培训方式......................................................................................43
5.3.3 重视培训考核与反馈..........................................................................43
5.4 改善晋升机制.................................................................................................44
5.4.1 多维度职业发展规划..........................................................................44
5.4.2 设置合理晋升条件..............................................................................44
5.4.3 增加多种晋升渠道..............................................................................45
- IV -
。。。以下略