国有企业销售人员激励分析-企业管理专业论文.docxVIP

首都经济贸易大学硕士学位论文 首都经济贸易大学硕士学位论文 国有企业销售人员激励研究 II II Abstract At present, research on the motivate measures of the employees of the state-owned enterprises and the sales personals is a great many. But there is few research specifically on the sales staff of state-owned enterprises. In this research, some beneficial attempt on how to effective the particular group to motivate the sales staff of state-owned enterprises useful is done, which I hope to provide some enlightenment for the sales staffs’ motivate project design of the state-owned enterprises. This article mainly adopts the research method includes: Theory induction, literature material retrieval, system analysis, interviews, questionnaire survey and so on. Implementing advices is systematically proposed in this article: the establishment of in order to simplify the salary structure , richly but lamination benefits design and stockholder’s right motivate for content ; performance management motivate with clear performance management purposes and process of scientific; career development motivates which the leadership paid a great attention of and the training funds for an efficient use, the training system is scientific integrity; to improve employees’ psychological capital for the content of the narrow spirit of motivate ( management of moral motivate ) . The article is divided into six parts : Part I describes the research background, significance, content and methods , and related concepts are defined . The second part is the theory summary. The third part analyzes the motivate status and their demand of state - owned enterprises sales staff. The fourth section presents the implementation of the proposed motivates for sales staff of state - owned enterprises . The fifth part take the corporation S as an example, analysis the present situation and the reason of the sales staff motivate mechanism of corporation S, and put forward suggestions for improvement of the sales motivates of corporation S. Part VI is t