A公司銷售人員激勵機制分析研究

摘要

擁有優秀員工才能使企業有延續和進步的空間，而如何招攬英才，并能充分調動英才積極主動發揮效益，這個問題是企業務必考慮的。一般來說，許多企業都沒有制定系統的人力資源管理制度，管理的隨意性較大，由于缺乏長期的人力資源規劃，許多銷售人員只是將銷售職業作為其職業生涯的中轉站。A公司是一家以自動化機械設備生產與銷售企業，擁有一套業務精良的銷售團隊。但是，片面性發展的激勵方案是不能滿足A公司的發展要求。因此，建立新的激勵機制，挖掘銷售人員的潛力，使得公司的銷售競爭力再次提升是本文研究的重點和難點。

文章在探索時把銷售人員的要求視為推理的基底，再結合一些激勵的理論探索,就當下銷售人員的要求做了深度的調查與研究，找到一些問題。

abstract

Only having excellent employees can make the enterprise have the space of continuity and progress, and how to attract talents and fully mobilize them to actively play their benefits, this problem must be considered by the enterprise. Generally speaking, many enterprises do not have a systematic human resource management system, and the management is more arbitrary. Due to the lack of long-term human resource planning, many salespeople only regard the sales career as a transit station of their career. Company a is an automation machinery and equipment production and sales enterprise, with a set of business excellent sales team. However, the incentive plan of one-sided development can not meet the development requirements of company A. Therefore, to establish a new incentive mechanism, tap the potential of sales personnel, and make the company's sales competitiveness improve again is the focus and difficulty of this paper.

In this paper, the requirements of the salesperson are regarded as the basis of reasoning, and then combined with some theoretical exploration of motivation, the requirements of the salesperson are investigated and studied in depth to find some problems.

關鍵詞:A公司；銷售人員；銷售人員激勵機制