湖州上海大众汽车销售服务有限公司销售人员激励机制探讨毕业论文.doc

毕业论文 （20_ _届） 湖州上海大众汽车销售服务有限公司汽车销售人员激励机制探讨 摘 要 激励是现代管理中一项非常重要的职能，也是以人为本管理思想中的核心问题。销售人员面向市场、赢得订单、服务客户，拉动企业生产经营发展。随着知识经济时代的到来，人力资本的作用日益显著，如何激励销售人员，使其产生更好的业绩表现，为企业创造更大的利益，是企业管理者非常关注的一个问题。 本文首先介绍了选题背景、研究目的、研究方法、思路和架构，指出了本文以理论指导实践、改进现实工作的意义所在，从分析湖州大众公司现行的销售人员激励体系入手，结合满意度调查等手段，有针对性地优化改进，系统地设计了汽车销售人员的激励机制，构建了给予市场表现、从业时间、考核方式为要素的汽车销售人员职业管理和薪酬体系。以实现员工个人进步与公司发展相结合，个人努力与团队协作相结合，最终形成了一套切合公司实际情况并适应当前市场环境的销售人员激励体系。 关键词：；4SAbstract Encouragement is an important function in modern management, which is a key question of the management. Sales staff is the Pioneer of a company in the campaign for gain market share and orders. Their hard working brings the company benefit and development; otherwise the company will lose its benefit source. How to seek an effective method and way to encourage staff to work hard is an important thing which administrator pays attention to most Keywords: cold-rolled steel strip; performance management; coping strategies. The thesis begins with the introduction of the background, the purpose, the method and the frame of the research, and points out the significance of the research is that it links up theory with practice and be useful for improving practice. According to the analysis of the current incentive system of VW Company of HUZHOU and the result of employee satisfaction survey. The system design of the car sales incentive system, to build a market-based performance, employees’ time, Performance appraisal for the elements of the car sales personnel career management and remuneration system in order to achieve personal progress and companies to develop a combination of individual effort and teamwork combine career. Finally, a new incentive system which matches with the company’s fact and well adapted to the market environment is built. Key words: car sales; AUTO 4S agency; motivation; compensation 目 录 1 绪论 1 1.1 研究背景 1 1.2 研究目的和意义 1 1.3 研究的思路与方法 3 2 激励机制的相关理论 4 2.1 相关概念界定 4 2.2 国内外研究现状 5 3 湖州上海大众汽车销售服务有限公司现状分析 6 3.1 公司简介 6 3.2 销售人员特点 6 3.3 激励机制现状