销售人员培训方案设计.docVIP

PAGE PAGE \* ROMAN II 兰州工业学院 毕业设计（论文） 题目 甘肃郝氏碳纤维有限公司销售人员培训方案设计 系 别 管理工程系 专 业 工商企业管理 班 级 工商10 姓 名 崔凯云 学 号 201005103106 指导教师（职称）司马利奇（讲师） 日 期 2013.02.28 摘要 商场如战场，甘肃郝氏碳纤维有限公司的销售队伍是企业占领市场的先头部队，但是销售队伍却往往无法让公司和销售经理满意。销售队伍出现各种各样的问题的根源在于企业普遍缺乏一整套建设与管理销售队伍的体系，因而只能“头痛医头、脚痛医脚”。 要建立一个优秀的销售团队，销售人员的培训自然是最重要的。 本文主要阐述的是如何构建甘肃郝氏碳纤维有限公司的销售人员的培训体系。首先，员工培训的定义、重要性以及现代培训的特征和趋势作为强有力的理论依据，通过甘肃郝氏碳纤维有限公司销售人员培训的现状和现有的培训内容，深度挖掘培训存在的问题；再者，通过培训效果调查，索取员工对培训的描述和意见，进而分析问题产生的原因。并提出了对销售人员培训方案的完善对策和建议，包括争取决策层、管理层的重视与支持；将销售人员的培训纳入企业战略，进行培训需求分析；改进销售人员培训方案；做好培训过程的监控；每次培训结束后要进行培训效果评估。 关键词：企业战略；培训；对策 Abstract Shopping malls such as the battlefield, Gansu Haoshi carbon fiber Limited company sales team is the spearhead for enterprises to occupy the market, but sales staff are often unable to let companies and sales manager. Sales team to cause all sorts of problems that enterprises are generally lack of a complete set of construction and management of the sales team system, which can only instant gratification . To establish a good sales team, sales staff training is the most important. In this paper is how to construct Gansu Haoshi Carbon Fiber Co., Ltd. sales staff training system, first of all, staff training, as well as the importance of the definition of modern training features and trends as a powerful theoretical basis, sales personnel training present situation and the existing training content by Gansu Haoshi Carbon Fiber Co. Ltd, training problems deep mining; furthermore, through training for employee survey results, description and comments on the , and then analyzes the causes of the problem. And put forward to the sales personnel training program of countermeasures and suggestions, including to get attention and support decision layer, management layer; the sales staff training in enterprise strategy, training needs analysis; improvement of sales personnel training plan; to monitor the training process;