S酒业经销商销售人员激励策略研究-工商管理专业论文.docxVIP

I I 摘 要 摘 要 中国酒文化源远流长，影响着我国政治、经济、文化、生活的各个方面。酒文化的 传承离不开酒水经销商这个独特的经济群体。但是，目前酒业经销商企业普遍存在管理 制度不健全、管理水平有限、销售人员激励策略缺乏、员工满意度不高、销售人员流失 严重等问题。如今，经销商的生存环境也发生了巨大变化，宏观政策在变、市场环境在 变、经营模式在变、营销观念在变，这些深刻的变化使得酒水经销商正在经历着新的考 验，面临前所未有的机遇和挑战，如何打造人力资源核心竞争力、如何完善企业管理体 系、如何拥有一流人才，如何实现可持续发展，成为新形势下酒类经销商们无法回避的 问题。 销售人员是酒业经销商企业的关键人才，是实现企业产品与价值转换的重要人力资 源，是为企业创造收入的中流砥柱。销售人员的积极性和热情高度直接影响企业业绩的 高低。因此，科学制定销售人员激励策略，是酒业经销商企业应当重视的关键问题。完 善和改进企业激励策略，拥有一支高效、稳定、富有活力的销售团队，是酒业经销商企 业应对复杂的生存环境发展壮大的根本途径。 本文结合激励理论，采用实证研究方法，组织问卷调查、文件分析、深度访谈，分 析 S 公司销售人员激励现状，发现问题，深究原因，提出一套有针对性的、有效的销售 人员激励改进策略，以提高 S 公司激励管理水平并为其它酒业经销商企业员工激励提供 有益的借鉴。 关键词：酒业经销商 销售人员 激励策略 II II Abstract Abstract Chinese wine culture has a long history, affecting all aspects of life and political, economic and cultural, China. Wine culture cannot do without wine distributors this unique economic groups. However, there are many problems in the management system is not perfect, management level, sales staff incentive strategy, employee satisfaction is not high, lack of sales staff loss wine dealer enterprise. Now, the dealers living environment has undergone tremendous changes, changes in the macroeconomic policy, market environment change, business model change, marketing the concept of change, these changes make the wine distributor is experiencing new challenges, faced with hitherto unknown opportunities and challenges, how to build the core competitiveness of human resources, how to improve the management of enterprises system, how to have a first-class talent, how to achieve sustainable development, has become a new form of liquor dealers cannot evasive problem. Salesmen are key talents to liquor wholesaling enterprises. Initiative and enthusiasm of sales staff directly impact on corporate performance of enterprises. To establish motivating policy scientifically is beneficial to stable sales team and keep good salesmen, and create maximum value for the enterprise. By combining many incentive theories, this paper not only analyzed some issues of S wine