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论文编号：	10909
作者编号：	2120162858
上传时间：	2019/6/13 11:06:32
中文题目：	BI（中国）公司营销人员职业生涯规划 管理改进研究
英文题目：	BI (China) company sales staff career planning Management improvement research
指导老师：	李季
中文关键字：	生物制药企业、营销人员，职业规划
英文关键字：	career planning, career planning, human resources
中文摘要：	在企业经营中，营销人员起着不可代替的作用，他们是企业长期良性发展的有力保证。在销售管理中营销人员的能力及素质直接影响公司的效益，所以营销人员对于企业来说，能够有效保障企业的良性发展。但是从当前的销售团队来看，人员涣散、工作积极性差，工资待遇忽高忽低，加之社会风气相对较差，导致营销人员的忠诚度较低，而且离职人员数量也越来越多，在企业管理中，这方面属于比较棘手的问题，也是重点关注和解决的问题。 本文重点对BI（中国）公司进行深入研究，找出该公司的营销人员在职业发展规划方面的情况，分析出相关问题，并能够提出有效的解决措施，为后续这方面的研究提供相应的理论知识和实践经验。首先，本文先对国内外的职业生涯管理进行研究，整理出相关的理论体系。其次，对BI（中国）公司的营销人员的职业生涯管理进行分析，找出当前存在的问题，比如销售团队凝聚力差，营销人员对自己的认识不够，并不能结合自己的实际情况来做出准确的定位和职业生涯规划，而且公司对营销人员的素质评价比较单一，职业发展通道、人力资源体系与员工的需求存在偏差，同时企业的文化与员工的个人目标没有充分的匹配。 通过对BI（中国）公司营销人员的职业生涯情况进行分析，针对存在的问题提出有效的改进措施，针对BI（中国）公司的营销人员的职业生涯规划提出合理化建议。比如开展营销人员的素质评价时，对于测评的内容、职业生涯的咨询情况要明确，帮助营销人员对自己进行准确的定位，同时在企业文化建设方面要考虑到员工的想法和目标，积极开展以人为本的企业文化，提高企业的凝聚力。 关键词：生物制药企业、营销人员，职业规划
英文摘要：	Salesmen play an irreplaceable role in the operation of enterprises. They are a powerful guarantee for the long-term healthy development of enterprises. However, due to the influence of many factors, such as social atmosphere, labor market, and salesmen themselves depending too much on performance, unstable income, and excessive work pressure, it leads to low professional loyalty and high turnover rate in their work. This has always been an unavoidable and indispensable problem in human resources management of enterprises. This paper takes BI (China) Company as an example to discuss the career planning of its salesmen, and to provide theoretical methods and practical support for solving the common problems of individuals and enterprises. Firstly, based on the research results of career management at home and abroad, the main theoretical system is sorted out. Secondly, the current situation and existing problems of career management of sales staff in BI (China) company are analyzed. Such as the lack of self-recognition and positioning of salesmen, unclear career planning, too simple content of salesmen quality evaluation, mismatch between human resources system and employee career development, mismatch between career development channels and employee needs, and overly focus on business results while ignoring employee development in corporate culture. This paper probes into the career management countermeasures of sales staff in BI (China) company, and puts forward specific suggestions for the career development of sales staff in BI (China) company, such as enriching the content of the evaluation and perfecting the career consultation of sales staff in the process of evaluating the quality of sales staff, so as to enable sales staff to consult the suggestions they need and establish a career development-oriented model. Human resources management system, broaden the channels of professional development of salesmen, and establish a "people-oriented" corporate culture. Key words: career planning, career planning, human resources
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