招聘网站销售人员管理模式研究p1wfydep.doc

：京交通大学 硕士学位论文 招聘网站销售人员管理模式研究 姓名：姚晓泽 申请学位级别：硕士 专业：企业管理 导教师：万晓ABSTRACT ABSTRACT: From 1999 the Online recruit services only have less ten years history, but its rapidly development and its giant market potential have attracted so many scholars attention, many correlative literatures focus on the strategic and profit pattern of online recruit service corporations. However，the internal management research for online recruit service corporations has been neglected. So this article will study the key point from online recruit service corporations internal, the main discussion is the mode research of sales force management in online recruit services corporation. First of all，it is introduction of online recruit services market competition situation as well as the characteristic of online recruit, furthermore the development situation of online recruit. And the second chapter introduce online recruit services corporation main profit pattern based on different type, such as Webl,0 and the Web2.0 network technology. In the third chapter, present sale forces management pattern will be described and be summarized the merit and shortcoming from human resource aspect，such as organization structure, recruiting new sales personnel, training sales personnel and testing sales personnel. The forth chapter, in view of the present question which the online recruit services corporations sales force management exists and the basing on the long tail theory and the customer service theory to propose the sales organization transformation and the service flow improvement plan. Meanwhile simultaneously from the post instruction booklet using，the plan formulation system consummation, the network advancement sped up and so on the aspects to put forward the improvement proposal. KEYWORDS： Online； Recruit； Sales Force； Management 致谢 本论文的工作是在我的导师万晓副教授的悉心指导下完成的，万晓副教授严 谨的治学态度和科学的工作方法给了我极大的帮助和影响。在此衷心感谢三年来 万晓老师对我的关心和指导. 万晓副教授在学习上和生活上都给予了我很大的关心和帮助，在此向万晓老 师表示衷心的谢意。 万晓副教授对于我的科研工作和论文都提出了许多的宝贵意见，