文档介绍：摘要
在现今市场经济和全球化进程下,企业不管是在国内市场还是国际市场都面临了更加激烈的竞争。企业为了生存和更好地可持续发展,就必须不断吸引、保留客户并与之保持良好的关系。企业的销售人员和销售工作是其与客户联系的纽带与桥梁,企业的产品依靠销售转换成价值,为企业实现利润并达成利润最大化的目标。鉴于销售人员对企业的重要性,企业不断开发各种有效的激励机制来正确诱导销售人员的工作动机,以激发他们的销售热情和潜力。
本文通过对某企业销售人员薪酬激励方案的调查,发现现有方案存在团队激励较少、个人激励不够完善、激励形式过于单一等问题。针对这些问题,在新方案设计时,将激励方案分为个人薪酬激励和团队薪酬激励两大块,在个人薪酬激励上又从短期激励和长期激励这两个方面来着手,同时在激励形式上力求多元化。本文将理论与企业实际紧密联系,通过不同途径的调查分析,以期新方案能更好地发挥激励作用。
关键词:销售人员;激励机制;薪酬激励
Abstract
Based on the background of global market, companies are facing more petition both in the domestic market and international markets. In order to survive and keep better sustainable development, Enterprises must continue to attract, retain and maintain a good relationship with our customers. Marketing and the employees are playing as ties and bridges in contact with customers. Company's products achieve the value and realize the profits by marketing. Given the importance of salesman, companies need to develop an effective and incentive mechanism to induce the right motivation of salesman. Only through this can we stimulate their enthusiasm and potential.
Having a survey of an enterprise’ incentive program for salesman, we found that there exists several problems such as there are few team motivation programs, personal motivation is not perfect, the form of motivation is unitary. To solve these problems, in the new program design, we will divide the incentive programs into individual and team motivations. What's more, the personal pay consist of two blocks, short-term pensation and long-term pensation, and the forms will be diversified. By linking theory business practice and through different ways of investigation, I hope that the new program will have better incentive effects.
Key Words:Salesman; Incentive mechanism; Salary incentive
目录
一、引言 1
二、文献回顾 1
(一)销售人员特殊性 1
(二)薪酬激励相关理论 1
(三)销售人员薪酬激励的设计方法 2
三、某企业现有销售人员薪酬激励方案分析 2
(一)企业基本情况简介 2
(二)现有销售人员薪酬激励方案 3
1、研究对象锁定 3
2、薪酬构成 3
3、薪酬激励方案介绍及分析 4
4、销售人员薪酬激励效果反映 6
四、销售人员薪酬激励方案再设计 8
(一)销售人员薪酬激励方案设计方法