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论文编号：	6559
作者编号：	2220130099
上传时间：	2014/6/18 16:33:25
中文题目：	X电力设备公司销售人员激励体系优化研究
英文题目：	Sales X electric power equipment company incentive system optimization
指导老师：	袁庆宏
中文关键字：	电力设备企业 销售人员 销售管理 目标管理 激励
英文关键字：	Power equipment enterprise, sales staff, sales management, target management, incentive
中文摘要：	由于电力系统是国有垄断企业，是一个买方市场，因此作为电力设备公司在买方市场要销售产品是一个比较复杂的问题，经常因销售激励不到位而引起企业走下坡路，甚至倒闭。 销售人员激励不到位的根本原因就是销售人员一般只看到利润而没有看到企业的成本，因此需要寻找企业与销售人员之间的利润分配均衡点，同时有能让销售人员有自我实现的感觉。 本文通过对电力设备行业现状、经营模式特点及销售人员素质要求的分析，运用营销管理、管理学、销售管理、人力资源管理等理论知识，针对X电力设备企业所拥有的资源状况，结合笔者在电力行业多年的管理经验，对公司销售人员选择、团队管理、激励等方面提出了一系列参考方案。 本文通过理论分析、结合实际设计了一套销售人员激励优化方案，对销售人员进行差异化激励。该销售人员激励方案，对于X电力设备企业目前阶段具有较强的可操作性和针对性，通过实施，可以增加销售人员的主观能动性，大大增加公司的销售能力，为公司的长远发展目标稳步前进。
英文摘要：	Because the power system is the state-owned monopoly enterprise, so it is a buyer's market. As a power equipment company, This is a complicated problem if they want to sell products in this buyer's market. Often caused by enterprises go downhill for sales incentives are not in place, or even collapse. The fundamental reason for sales staff incentives are not in place is the sales staff are generally only see profit and not see the cost of enterprises, therefore need to find business and sales profit distribution equilibrium point, also can let sales staff have a sense of self actualization. This text analyzed the current situation of the Electric power equipment industry from the present status of this field , business model, the basic qualities of marketers. Using the theory of Marketing ,Management, Sales and human resource management etc, Focus on knowing the X Electrical Equipment company’s current owned resources, And combined the Author’s deep experience of management , The sales staff has put forward a series of the reference solutions selection, team management, incentive. In this paper, through theoretical analysis, combined with the actual design of a sales staff incentive scheme, differential incentive for sales staff，incentive schemes of the sales staff, with a strong operational and targeted for X power equipment enterprise at present stage,through the implementation of, subjective initiative to increase sales personnel, greatly increased the company's sales ability, for long-term development goals, steer。
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