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论激励理论对销售工作的作用毕业设计
题 目 论激励理论对销售工作的作用
姓 名
学 号
专业年级
指导教师
二O一二 年 三 月 十五 日
目 录
开题报告·····································································································3
摘要·············································································································4
ABSTRACT································································································5
一 励理论研究及发展综述·········································································6
(一)激励的含义与作用··················································································6
(二)激励的分类·····························································································6
1.内容型激励理论·························································································6
2.过程型激励理论·························································································6
3.行为矫正型理论·························································································6
二 销售人员激励现状···················································································8
(一)销售人员的激励现状·················································································8
(二)销售管理人员激励不足的原因····································································9
三 销售管理人员的激励方案·······································································11
(一)销售管理人员激励的基本要求····································································11
(二)关注销售管理人员的成长··········································································12
(三)绩效考核合理化······················································································13
四 销售管理人员激励方案的支持措施·······················································16
(一)制度支持································································································16
(二)文化支持········································
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