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1、哈尔滨工业大学工商管理硕士学位论文AbstractSincethedirectsellingindustrythatenteredthemainlandmarketinthelate1990s,ithasrapidlybecomeanimportantconsumerindustry.Itnotonlyhasbecomeanimportantpartofthesocialistcommodityeconomy,butalsobecomeanindispensablemarketingmodeforconsumerbecauseitsp
2、roductsacrossthedailynecessities,electricalappliances,cosmetics,healthfood,medicalsuppliesandotherindustriesanditscustomersacrossthousandsofhouseholds.Avonastheworld'soldestdirectsellingcompanyhascompetedwithsomeinternationalgiants,likeAmway,Marykay,Tupperware,Herbalife
3、,anddomesticdirectmarketingupstarts,likeTiens,PerfectandPro-healthinthesameperiod.Sofiercecompetitioncomesintobeing,thelargeandsmall,nearly100DirectSellingCompanies(ofwhich43companieshaveobtaineddirectsellinglicenses)alsowantedtheirpoundsofflesh.IfAvonwantstoconsolidate
4、itsmarketinthecompetitionandownshealthydevelopment,thecompanymustbuildamarketattractivesalaryincentivesystemasthebasisandpremiseofdevelopment.Inthecomplexsituationoftheindustryanddealingwiththegreatchallengesfromcompetitors,Avonhastheunprecedenteddevelopmentopportunity.
5、Howtoseizetheopportunityinthekeyperiodofindustrydevelopmenttransitionhowtomakethesalescompensationmanagementsystemtobeoptimizedandattractmoretalents,howtomakethesalessalarysystemtopromotethedevelopmentofthebusiness,howtomeettheneedsofcompaniestowininthecompetition,areth
6、eimportantproblemstobeurgentlysolvedforAvon.Basedontheincentivetheory,theauthoranalysesthepresentsituationofAvonsalesincentivecompensationsystem.ThentheauthorexploresthemainproblemsandcausesofAvonsalaryincentivesystemfromthepresentsituationofthesalarysystem,employeeoccu
7、pationdevelopment,auxiliaryexcitationsystem,teampromotionmanagement,compensationmanagement,andtrainingmanagementbyliteratureresearch,questionnairesurveyandinterviewsurvey,andcombiningwiththepresentquestiontoproposethecorrespondingcountermeasure.Throughthestudyoftheoryan
8、dpracticeofAvonincentivesalarysystem,-II-哈尔滨工业大学工商管理硕士学位论文theauthortriestoconstructacompetitivesalaryincentive
