【作者】 姜蕾；

【导师】 刘凤英；

【作者基本信息】 江苏大学 ， 企业管理， 2006， 硕士

【摘要】 随着市场经济的迅速发展和市场机制的不断完善,给企业带来了前所未有的机遇。在市场面前,企业营销工作的好坏直接关系到其生存和发展,所以企业对营销工作的重视也达到前所未有的程度。拥有一批素质过硬、能力较强、高效率的销售人员队伍成为众多成功企业的共性,而能否拥有一流的营销人才队伍,关键之一就是在于企业能否为营销人才提供合理的、有竞争力的薪酬模式。因此,对企业销售人员薪酬激励模式进行研究具有十分重要的意义。首先,本文对销售人员薪酬模式设计中涉及到的主要理论进行了介绍。从薪酬基本概念开始,将销售人员内外薪酬特点进行了简要说明。然后从内外因素的角度详细分析了影响销售人员薪酬高低的因素,最后介绍了销售人员的薪酬管理因素,为今后的销售人员的薪酬模式设计和实证研究打下了良好的理论基础。其次,本文对照生产性活动抽象出销售人员的工作特征,也正是由于销售工作的特殊性才决定了销售人员的薪酬模式有别于行政、生产人员的薪酬。并对现有企业通常对销售人员采取的薪酬模式进行比较,通过企业调研揭示出现有销售人员的薪酬模式存在的普遍问题。再次,针对现有销售人员薪酬模式存在的问题,提出解决薪酬问题的思路和对策:将销售人员的职业生涯阶段、职业阶梯和家庭生命周期阶段进行时间上的对接,确定销售人员的薪酬模式的基础、标准、类型、结构。以销售人员的职业生涯发展为薪酬模式设计主线,以能力和业绩为考量基础,对销售序列进行职业阶梯设计,通过职业阶梯的“能力牵引”的作用不断提高销售人员的能力,以此作为销售人员薪酬标准设计的基础;再结合销售人员家庭生命周期的不同阶段的需求,对销售人员薪酬类型、结构进行设计。最终实现以“职业发展、家庭需求、个人发展”为基础的销售人员能力薪酬模式。最后,以A企业为例,依据论文对销售人员薪酬模式设计的思路,对其销售序列进行了职业阶梯的设计,并针对不同年龄、职级的人员进行薪酬组合设计和改进,根据企业的特点对实施方案进行探讨,为其他企业销售人员的薪酬管理的改进提供良好的借鉴作用。更多还原

【Abstract】 As the market economy fast develops and the market mechanism grows better, the enterprises are encountering more and more opportunities. The marketing and selling has become vital to the subsistence and development of an enterprise. Enterprises are paying more and more attention to their marketing, and increasing their salesmen. To hold a qualified and able sales team with high efficiency has become the same goal of many successful enterprises. One of the most important factors to whether a company can hold a first-class sales team is that if the enterprise provides reasonable and competitive compensation mode. So, it has lots of meanings to do research on compensation mode of salesman.First, The paper firstly introduces main theory of designing salesmen’s payment. Started from the concept of payment, the paper will briefly explain the specialty of payment and also, inner and outside factors that affect the payment of a salesman. Finally, it will talk about the management of payment, so as to set a set up a good theoretical foundation for the future research on designing payment and demonstration.Second, the paper will collate productive activities and abstract the working specialties of the salesmen. It is because the specialties of their work that their work is different from the payment mode of administration and producing staff. The paper will also compare management of salesmen’s payment to elaborate the problems that most enterprises may have.Third, combining the theories, the paper will also offer some suggestions as how to encourage the salesman with payment.To put Career stage, Professional Ladder and Famliy cycle in to order, and confirm the design the base,standard,structure,type of compensation.Based on Career stage,salesmans’s capacity and achievement,design Professional Ladder of salesman. The Professional Ladder encourage salesmen to improve capacity,and become base of their compensation .then,combined the each need characters of Family cycle stage,design the structure and type of salesman compensation,in order to satisfy their career,family and themselves.At last, by taking one enterprise as an example, the paper will talk about Professional Ladder of salesman, according to the designing of salesmen’s payment., and also, provide reference to other enterprises as to design payment for their salesmen according to their ages and titles.更多还原