蓝雁公司销售人员激励-研究

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1、山东大学硕士学位论文ABSTRACTHumanresourcesmanagementisthekeypartinthemanagementandholdsthebalanceinthewholemanagementpractice．Themostimportantpartinthehumanresourcesmanagementismotivation．Throughaseriesofmotivationactivities，itwillmakethecompanystaffreachingthepurposeoffindingthequ

2、estions，thinkingthequestionsandsolvingthequestionsactively．Atpresent，Lanyancompanymettheunprecedentedbewildermentandchallenge：Therewardsincreasingeveryyearbutthesalespersonsstillcomplainedandgrousedeverywhere．Thetrainingisincreasing，buttheenthusiasmWasstillfalling．Thecomp

3、anypaidgreatattentiononthedevelopmentandprogrammingofthesalespersons’occupationcareer,buttheexcellentsalespersonsstillleavetheirjob．ThesalespersonsquestionthatLanyancompanyastheinternalleadingcompanyofthelowvoltageconstructiveelectricapplianceindustryhasfaced．istheepitome

4、ofthecommonquestionthata11theelectric&apparatusindustryandindustrieshavefaced．HowtoinspiritthesalespersonsandimprovetheirenthusiasmhasbecometheexigencyquestioninLanyancompanyaswellasthewholelowvoltageconstructiveelectricapplianceindustry．Thisarticlestartedwiththetheoryofm

5、otivation，andintroducedthedevelopmentofthemotivationtheoryinvestigationathomeandabroad．WithCombinationofthedevelopmenttrendofthemotivationtheory,especiallythehendwhichthepsychologywasapplyingintothemanagementwithoutintermission,thisarticleattemptedtOapplyFreud’Spsychoanal

6、ysisintothesalespersons’motivationmanagement．ItanalyzedthemotivationactualityofthesalespersonsinLanyancompanyintheround．Itdesignedallaroundtheaspectofthesalespersons’matterandspiritmotivationlinkingtotheactualconditionsofthecompany．Attheaspectofthesalespersonsmaterialsexc

7、itation,thisarticlemadethedetailedanalysisforthesalespersonssortandlocalityregiondiscrepancyincombinationoftheindustriesandconcreteconditionsofthecompany．Ithasestablishedtheassessingsalaryandrewardsprogramforallclassesofthe7山东大学硕士学位论文salespersons，includingsectionmanagers，

8、alltheofficedirectoBengineeringsalespersons，channelsalespersons，productioncommissionersandmarket