【毕业论文】广州雷铜有限公司销售人员的激励分析.docVIP

毕业设计（论文） 题目： 广州雷铜有限公司 销售人员激励分析  广州雷铜有限公司销售人员的激励分析 摘要 本文是以广州雷铜有限公司为研究对象，利用所学的马斯洛需求理论、期望理论、双因素理论、公平理论等激励理论，结合组织行为学、心理学、销售管理等理论知识对广州雷铜有限公司销售人员激励存在的问题进行分析和探讨。针对该公司现行存在的中层管理者激励意识不强、公司激励制度不完善以及激励措施的执行不到位等问题，提出解决方案。为了制定出切合公司实际的可行方案，本人主要是通过实地考察的方式对该公司存在的问题进行深层次的分析，从管理者的激励理论和综合素质、激励模式等方面入手提出改善措施，并在龙川这个区域的销售团队中进行试用。在两个月的试行阶段中可以发现，该区域的销售人员的工作积极性得到很大的提高，同时每个销售人员的销售业绩都取得明显的增加。由此看出，对销售人员的激励关键在于完善企业的激励机制和提高管理者的激励能力及激励意识。 关键词：激励；激励理论；需要；工作积极性 THE ANALYSIS OF INCENTIVE FOR HUOFENG CORPORATION’S SALES ABSTRACT This article is based on HUOFENG corporation as the research object, use of the knowledge what I had learned, such as the Maslow’s Need Hierarchy Theory, Expectancy Theory, Motivation-Hygiene Theory, equity theory and so on, combined with the knowledge of Organizational Behavior, Psychology, Sales Management Study, to Analysis and discussion the problems of Sales incentives in HUOFENG corporation. For the existence of the company’s existing awareness of middle managers do not have a strong incentive, corporate incentive system is imperfect, as well as the implementation of incentive measures and other issues not in place, come up with a solution. Meet in order to formulate a feasible option to the companys actual, I was depth analysis the existence question of HUOFENG corporation mainly by the way through the field visits, carry out the improve measures from the motivated skill and overall quality of the managers, models of motivation and so on, and to try out the measures in longchuan’s sales team. It can be found from two-month’s experiment, the active job of the regional sales staff has been great improve, while each sales staff’s sales have also increased significantly than last quarter. This shows that the key of Sales incentives lies in improving the business incentives and enhance the capacity of managers and motivate awareness inspire. Key words： incentives motivation theory; required; job enthusiasm 目录 1 绪论 1 1.1 激励的涵义 1 1.1.1 激励的概念 1 1.1