人力资源管理论文--激励机制.docVIP

PAGE I广州南星行奔驰4s服务中心销售人员激励机制探讨内容摘要自1998年4s店传到中国以来，4s店的汽车销售模式得到了快速发展。但是，在中国，4s店销售模式尚处在起步阶段，其运营还不够成熟，再加上2008年严酷的经济寒流的冲击，许多汽车经销商认识到，4s店销售人员的激励问题已经上升为搞好4s店运营，提高公司效益的关键问题，对销售人员激励机制的研究和探讨具有重大的现实意义。本文以广州南星行奔驰4s店为例，通过运用调查法、文献研究法、定量分析与定性分析相结合的方法，研究发现4s店的销售人员激励机制存在以下一些问题，如公司只关注物质激励，而不重视精神激励；偏重短期激励，而忽视长期激励；个人激励和团队激励不协调等。在这些研究发现的基础上，作者结合分析汽车行业和公司现状，分析修正公司现有的销售人员激励机制具有必要性和可行性，并提出物质激励和精神激励相结合，短期激励和长期激励相配合，个人激励和团队激励相协调的对策以解决以上所述的4s店销售人员激励机制中存在的问题。关键词：4s店 销售人员 激励机制 A study on the incentive mechanism to HYPERLINK / the sales staff of the Nan Xing Hang 4s Benz HYPERLINK / Service Center in guangzhouAbstractSince that 4s shop has spread to China in 1998, the car sales models of 4s shop has been developing fast due to the opreation mode is not mature enough for that is at the initial stage , and impacting by the cold financial crisis in the year of 2008 , many automobile dealers recongnize that the incentives for the sales become a key issues to opearating the 4s shop well and improving its effectiveness . The study on the incentive mechanism for the sales staff is of great practical significance now. By the using of investigation, the literature research, quantitative analysis and qualitative analysis methods , take the Nan xing hang 4s Benz Service Center in guangzhou for example , The study found that the incentive mechanism for the sales staff has some problem , such as ,relying heavily on material incentives ,rather than the spirit of incentives ; Emphasising on short –term incentives , while ignoring long-term incentives ;Individual motivation and team incentives is uncoordinated . Base on these found ,combining the existing of the industry status quo of the cars and company , Author analysed the necessity and feasibility to improve the incentive mechanism for the sales staff,and bring out some proposed soutions , such as combining the material incentives and the spirit of incentive , Matching the short incentives and the long-term incentive , coordinating the individua