激励因素在销售管理工作中的应用研究毕业论文.doc

PAGE PAGE 2 题 目: 激励因素在销售管理工作中的应用研究 PAGE PAGE III 摘 要 激励是人力资源管理的核心，也是人力资源管理的重要手段。企业建立激励机制的目的是为了提高员工的满意度，调整员工的行为，使员工与企业形成利益共同体。作为企业人力资源重要组成部分-营销人员的激励问题，更是企业研究的重点。 本文从激励定义及激励理论在国内外发展的总体论述出发，对激励理论在企业营销中的运用进行了分析，总结归纳了企业销售人员激励策略的关键要素。希望通过研究能根据企业销售人员不同发展阶段的实际情况，充分有效地利用企业各种资源，适时变换各种激励措施的应用组合，对销售人员进行有效激励，确保销售队伍始终保持良好的竞技状态，提升销售人员的工作绩效。 最后对营销人员激励的对策的几点建议: (1) 建立合理的营销人员薪酬制度;(2) 制定员工的多通道职业生涯发展规划;(3) 加大人力资本的投入,知识经济时代,知识的积累必然导致人力资本专用性增强,客观上也将企业和个人联结为利益共同体;(4) 构建积极向上的文化,加大情感投入。 关键词 销售人员 激励理论 激励机制 Title Application of motivation theory in sales management Abstract Motivation is the core of human resource management .also it is one of the most important way to manage human resource. Establishing a motivation system can help the company enhance the satisfaction of its staff and bond their benefit with the company. As salesman is the important part of the human resource, how to motivate the salesman becomes the key point of the enterprise’s research. In this paper, firstly it gives a general description of the definition and development of the motivation theory. Then analyze the application of the motivation theory in the marketing of the enterprise and make a conclusion of some key point. I hope this paper can help to motivate salesman more effective and promote their achievements by using the motivation theory correctly. Then there are some advice: (1) marketing staff to establish a rational system of remuneration; (2) the development of multi-channel employee career development planning; (3) to increase human capital investment in the era of knowledge economy the accumulation of knowledge is bound to lead to enhanced human capital-specific, objectively speaking, businesses and individuals will also be linked to the interests of the Community; (4) building a positive culture, increased emotional investment. Keywords Salesman Motivation Theory Motivate Mechanism 目 次 TOC \o 1-2 \h \z \u 1 引言 h 1 1.1 研究背景 h 1 1.2 研究目的和意义 h 1 1.3 文献综述