论激励理论对销售工作的作用 大学论文.doc

题 目 论激励理论对销售工作的作用 姓 名 学 号 专业年级 指导教师 二O一二 年 三 月 十五 日 目 录 开题报告·····································································································3 摘要·············································································································4 ABSTRACT································································································5 一 励理论研究及发展综述·········································································6 （一）激励的含义与作用··················································································6 （二）激励的分类·····························································································6 1.内容型激励理论·························································································6 2.过程型激励理论·························································································6 3.行为矫正型理论·························································································6 二 销售人员激励现状···················································································8 （一）销售人员的激励现状·················································································8 （二）销售管理人员激励不足的原因····································································9 三 销售管理人员的激励方案·······································································11 （一）销售管理人员激励的基本要求····································································11 （二）关注销售管理人员的成长··········································································12 （三）绩效考核合理化······················································································13 四 销售管理人员激励方案的支持措施·······················································16 （一）制度支持································································································16 （二）文化支持········································