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论文编号：	3639
作者编号：	2220091930
上传时间：	2011/11/4 15:40:03
中文题目：	卓轮公司营销团队管理模式研究
英文题目：	The study on the team-work sales mode research of ZOLLERN
指导老师：	张永强
中文关键字：	关键词:卓轮公司;营销管理;营销团队管理
英文关键字：	Key words: ZOLLERN;marketing management;the management of sales team
中文摘要：	卓轮公司自成立以来顺利地通过了导入期、成长期，现已进入成熟期阶段。为了适应企业快速成长的需要从成长期开始公司引入大量的制度、流程管理，管理工作也从成立之初的简单变为繁琐。由于公司成立之初受到资金、人员、规模等诸多因素的限制，简单管理模式是当时的唯一选择也是正确的选择。随着公司的快速发展，简单的管理模式已严重滞后于工作需要，所以引入制度化、科学化管理模式势在必行。但员工的工作惯性变为新管理模式执行的障碍，因此为杜绝违规现象的出现很多不必要的制度应运而生。随着员工对新管理模式的不断适应，分工的不断细化，员工的敬业精神在逐步减退取而代之的是斤斤计较、相互推诿。特别是在目前社会大环境的影响下员工缺乏信仰、缺乏主人翁的工作精神，这给管理工作带来很大的困难。通过研究分析卓轮公司的现状及问题,利用所学到的管理理论知识，总结出“简（单）—繁（琐）—简（化）”管理模式。“简—繁—简”理论是指管理是一个由简入繁，由繁抑简的循环过程，并以此为指导思想制定管理制度、激励制度。同时指出在目前社会背景下情感在管理中的重要性，分析并强调三者之间相互支撑、不可分割的关系。依照研究分析的结果及卓轮公司的实际情况制定出一套适合卓轮公司的经营管理方法。全文共分为五个部分：第一章导论、第二章相关理论回顾、第三章卓轮公司营销现状及问题、第四章卓轮公司营销团队管理模式创新、第五章结论。希望本文的研究成果不仅对卓轮公司的营销管理工作具有现实意义，同时也能为同类企业的营销管理提供有益的参考。
英文摘要：	Zollern has well passing the intro period, growing period, and now becoming the maturation period, since it was founded. For the purpose of fit into the need of the fast-growing of the company, we have introduced lot of rules, and management procedures, the work of management itself has changed from easy beginning to the complicated now. In the beginning, Zollern has limited by lots of factors, for example the capital, number for the employees, and the scale of the company, the simple mode of management is the best way and the only way for Zollern. As the company is growing fast, the simple mode of management has caused lots of troubles, at this time the company should install a manage mode which is more systematized and more scientific. After this installation of the new working mode, the working inertial from the employees has become the obstacle during execute, that’s why lots of the unnecessary rules come into the world to supervise those violations. As the employees are get used to the new mode, and the refinement of the job description, the professionalism of the employees are getting smaller and smaller, this kind of professionalism is replaced by square accounts in every detail and buck-passing between each other. Especially for the employees who work under now days social environment, they don’t have enough confident, and lack of response, this situation has bring lots of difficulties to the job. Through the research and analyses on the current situation and the problems, we use the related theory and knowledge that we have learned to conclude: “simple-complicated-simplify” manage theory. This theory means management is a process from simple to complicate and from complicated to simplify which is a cycle process; based on this instruction we made the related rules, the working system and the encourage system. Also we have pointed out how important the emotion works in now day’s social environment, analyses and highlight the mutual support and the un-breakable between these three parties. Based on the result and the actual situation, we can manage and market plan which is suitable for Zollern. There are five chapters in this essay: the first chapter is the leadership theory, the second chapter is flashing back about the related theories, the third chapter is the Zollern's recap and the sales status, the fouth chapter is how to create a brand new manage mode for the marketing team, the fifth chapter is the conclusion. I hope that the result of this essay through reserching it is not meaning something to the sales team, but also can provide the positive reference to the same kind of company as Zollern.
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