NF公司昆明区域销售人员激励策略研究

【作者】 杨帆；

【导师】 成竹；

【作者基本信息】 云南大学 ， 工商管理（MBA）（专业学位）， 2021， 硕士

【摘要】 随着快速消费品市场竞争逐渐激烈,以前的单一提成制已经无法满足销售人员的发展需求。本论文以NF公司昆明区域销售人员为例,目的在于研究如何更好的激活以快速消费品销售人员为主得中低收入劳动者积极性、增加销售人员收入、帮助销售人员成长,同时帮助一线管理者更好的提升销售管理、降低管理成本。通过自身经历和调研,从物质激励方面和非物质激励方面进行建设。通过物质激发团队兴趣和改变团队行为,在此基础上更重视非物质激励策略建设,完善软性管理。通过学习、认同、关系改善来提升销售人员的价值、归属、安全感,最终帮助销售人员建立内在价值,激发销售人员自主内驱力,让销售人员更好的达成目标,提升报酬获得。进入物质与非物质螺旋式增长的良性循环。更多还原

【Abstract】 With the rapid development of FMCG industry,the old-fashioned salary system has become unable to meet the development needs of sales staff.This paper takes the sales staff of NF company in Kunming as an example.The purpose is to study how to better activate the enthusiasm of FMCG salesmen,to help salesman grow and increase sales revenue.Meanwhile,managers can improve sales management and reduce management costs.According to my experience and research,this paper analyzes the material incentive and non-material incentive.In conclusion,the value and the sense of belonging and security can be improved.The internal value can be established in NF sales staff.It will be stimulate the self-driving motivation through learning,identifing and relationship improvement.Above methods,the enthusiasm of sales staff can be real stimulated.更多还原