Dissertation Submitted to
Hebei GEO University
for
The Master Degree of
Here Is The Subject You Engage in
Research on early warning of staff turnover of business
representatives -- Taking ZK company as an example
by
Name of Author
Supervisor: Prof. Name
Month Year

河北地质大学硕士学位论文
摘要
业务代表是企业发展的核心，他们直接连接企业终端市场与客户，也是客户了解一家
企业产品、服务过程中，最直接接触到的企业员工，可以说客户对企业的第一印象如何，
很大程度上由业务代表的谈吐、服务等决定。此外，业务代表作为接触市场与客户最为频
繁的群体，他们对市场需求以及客户诉求有较高的敏感度，是企业调整经营发展策略的关
键信息来源。然而，业务代表即便对企业发展有如此重要的意义，但却在大多数情况下没
有受到公正对待，包括缺乏人性化的管理以及劳动与付出对等的薪酬待遇。因而近年来企
业的业务代表离职率居高不下，影响着企业的可持续健康发展。
本文的主要框架：对文章研究背景、目的和价值的阐释，并且就论文在观点研究过程
中使用的研究方法进行解读，在研究上，针对目前国内外既有的业务代表离职率的相关研
究进行阐释，总结分析国内外理论研究重点，为本文的研究提供详实的理论基础；其次，
结合前述内容，选择适宜本文的研究理论，并将这些理论作为本文案例分析研究的基础理
论支撑。再次，结合前述总结和分析出的理论，筛选企业业务代表流失的关键指标，并组
成预警指标体系，明晰体系中各项关键指标的警戒值。然后，将指标体系在 ZK公司业务
代表流失预警方案中进行应用，深入探究业务代表团队的流失情况。结合预警指标体系的
计算结果，明确当前 ZK公司处于“危机”预警等级，并对应预警措施，提出 ZK公司预
防业务代表流失的对策和建议。最后，总结与分析全文。
关键词：业务代表人员；流失预警；人力资源管理
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河北地质大学硕士学位论文
ABSTRACT
The business representative is the core of enterprise development. It directly connects the
terminal market and customers that the enterprise faces. It is also the enterprise employee that the
customer most directly contacts in the process of understanding an enterprise's products and
services. It can be said that the customer's first impression of the enterprise is largely determined
by the conversation and services of the business representative. In addition, as the group that
contacts the market and customers most frequently, business representatives have high sensitivity
to market demand and customer demands, and are the key information source for enterprises to
adjust their business development strategies. However, even though business representatives are
of such importance to the development of enterprises, they are not treated fairly in most cases,
including lack of humanized management and equal remuneration between labor and payment.
Therefore, in recent years, the turnover rate of business representatives remains high, which
affects the sustainable and healthy development of enterprises.
The main framework of this paper explains the research background, purpose and value of
the article, and interprets the research methods used in the viewpoint research process. In the
research, it explains the relevant research on the turnover rate of existing business representatives
at home and abroad, summarizes and analyzes the key theoretical research points at home and
abroad, so as to provide a detailed theoretical basis for the research of this paper; Secondly,
combined with the above content, select the research theories suitable for this paper, and take
these theories as the basic theoretical support of this case study. Thirdly, combined with the
theories summarized and analyzed above, the key indicators of the loss of enterprise business
representatives are screened, and an early warning indication system is formed to clarify the
warning values of various key indicators in the system. Then, the index system is applied in the
early warning scheme of business representative loss of ZK company to deeply explore the loss of
business representative team. Combined with the calculation results of the early warning index
system, it is clear that ZK company is at the "crisis" early warning level, and corresponding early
warning measures are put forward to prevent the loss of business representatives of ZK company.
Finally, the full text is summarized and analyzed.
Key words: business representative; Loss warning; Human resource management
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