黄海弟子公司销售人员激励研究.docVIP

毕　业　论　文 盐城市黄海电子有限公司销售人员激励研究 黄海电子有限公司销售人员激励研究 摘要：销售是企业实现经营目标的重要手段，是企业实现产品与服务价值让渡的关键环节。在当前多变的经营环境和客户需求日益个性化的市场上，销售工作的成败成为了企业生存和发展的核心要素。随着我国市场经济体制的建立和逐步完善，企业经营哲学由最初的生产观念逐步演进为产品观念、推销观念、市场营销观念和社会市场营销观念。在这个过程中，销售人员的作用越来越重要，地位也得到了空前的提高。但是随着对销售人员综合素质要求越来越高的同时，对销售人员相应的激励机制却没有同步地完善和健全。盐城市黄海电子有限公司也同样面临着员工激励的严重挑战。 通过运用马斯洛需求需求理论、激励理论对对公司的销售人员的物质激励现状、精神激励政策现状以及销售人员规模等做实际的分析，并找出造成激励效果不显著的主要问题，分别是薪酬缺乏科学合理性、福利政策不完善、激励方式单一。在对上述问题分析的基础上，提出行之有效的应对策略，有针对性地全方位激励，并完善建立在激励基础上的薪酬制度和为员工规划职业发展通道，以帮助黄海电子公司培养一支具有强烈市场意识的、有高昂工作热情的销售人员队伍，促使其圆满完成销售任务，实现企业目标，同时也为优秀的销售人员提供成长的空间。 关键词：销售人员；员工激励；薪酬 Research on incentive mechanism about sales staff in Yellow Sea Electronic CO.,LTD Abstract：The sales are an important means for enterprises to achieve business objectives and enterprise products and services to the value of transferring the key link.In the changing business environment and customer needs becomes increasingly personalized market,the sales success of the work to become the core elements of the enterprise survival and development.With the establishment and improvement of China s market economic system,the business philosophy is to evolve from the initial production concept for the product concept,marketing concepts , marketing concepts and marketing concepts.In this process,the sales staff is an increasingly important role , the position has also been an unprecedented increase .But with the increasingly high demand , while the overall quality of sales staff , sales staff incentives , but no synchronized sound and sound .The Yancheng Yellow Sea Electronic Co., Ltd is also facing a serious challenge to staff motivation . Through the use of Maslows needs demand theory, motivation theory motivate the status quo, inspired by the spirit policy status quo as well as sales staff size to do the actual analysis of the material of the companys sales staff ,find out the main problem caused by the incentive effect is not significant,is the the lack of scientific rationality, inadeq