文档介绍：华中科技大学
硕士学位论文
厦门建发纸业有限责任公司销售人员管理研究
姓名:杜琳
申请学位级别:硕士
专业:工商管理
指导教师:李丹
20081027
华中科技大学硕士学位论文
摘要
厦门建发纸业有限责任公司目前正处于企业发展的高峰期,在这一转型的重要
时期,及时发现和解决销售人员管理方面存在的一些问题,对于早日形成成熟的销
售渠道、稳固市场地位意义重大。该公司目前存在销售人员目标性不强,日常管理
松散、销售人员积极性不高等方面的问题。因此,改变目前的管理模式,提升销售
人员管理的能力已迫在眉睫。本文正是基于这一点,为厦门建发纸业公司制定了销
售人员管理方案。
本文通过对国内造纸行业现状、经营模式特点及营销人员素质要求的分析,运
用营销管理、管理学、销售管理、人力资源管理等理论知识,针对厦门建发纸业公
司所拥有的资源状况,结合笔者在造纸行业多年的管理经验,对公司销售人员选择、
团队管理、激励、授权等方面提出了一系列参考方案。
本文采用理论联系实际的方法,设计出了基于建发纸业不同发展阶段的用人策
略、经营目标与销售人员选择的匹配方案、销售人员差异化激励措施以及对销售人
员的授权方法。该销售人员管理方案具有较强的针对性和可操作性,其实施将会极
大地调动销售人员的工作积极性,增强公司的营销实力,为公司的长期发展做出贡
献。

关键词:销售人员销售团队激励授权
I
华中科技大学硕士学位论文
Abstract
Xiamen C&D Co. Ltd. is in the peak period of business development at present. In
this important period, pany must find and solve the problem which existed in sales
force management. It is great significance to form the ripe marketing channel and steady
marketing position as soon as possible. There are many problems in sales force
management of Xia men C&D Co. Ltd., such as: unconsciousness of sales goal、pact
daily management and the falling of sales enthusiasm etc. It is important to pay great
attention on changing the mode of management and increasing the ability of sales
personnel’s management.
Based on the theory of marketing management、management、human resource
management bined with my abundant working experience in paper marketing, the
paper has tabled proposals of sales personnel’s selecting、team management、motivation
and authorization, though the analysis of the paper making condition、business mode and
sales personnel’s character.
A series of sales management policy was made out in this paper by adopting theory
linking practice method. It has established the human resource strategy and the method of
selecting the salesman which is suitable for the development of pany. It also has
proposed a set of program of sales personnel’s motivation and authorization. That policy is
closely rel