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论文编号：	7464
作者编号：	2120122947
上传时间：	2015/6/10 10:58:01
中文题目：	DX有限责任公司销售人员授权问题的研究
英文题目：	The research of the sales empowerment in DX Corporation
指导老师：	刘志远
中文关键字：	改性塑料原料生产行业;销售人员;销售管理;授权
英文关键字：	The modifying plastic industry; the sales team members; the sales management; the empowerment
中文摘要：	DX有限责任公司是国内一家较为典型的改性塑料原料生产企业，其销售工作有其自身的特点。笔者在DX有限责任公司负责其塑料原料产品的销售管理工作，在销售人员授权方面遇到诸多问题。 针对这些问题，本文结合改性塑料原料生产行业销售工作的特点，从授权的角度对DX有限责任公司销售人员的管理工作进行了研究，这些研究包括： 明确了DX有限责任公司销售人员授权问题研究的背景和意义，探讨了研究的内容和方法；研究了与企业销售人员授权问题有关的理论；分析了DX有限责任公司销售人员授权所存在问题；对DX有限责任公司销售人员授权方案进行了设计。 通过对DX有限责任公司销售人员授权问题的研究，本文认为，企业可以在符合企业行业特征和销售工作实际需要的基础上，通过制定和实施销售人员授权方案来解决销售管理上有关销售人员授权的问题。在设计销售人员授权的方案中，可以考虑应用专门的管理工具，即销售人员授权表。 为了保证DX有限责任公司销售人员授权的方案的实施效果，本文还提出了相应的授权保障措施。 本文在最后对DX有限责任公司销售人员授权的方案做了总结，并对该方案应用在改性塑料原料生产行业中其他企业的可能性和价值做了展望。
英文摘要：	The DX Company is a typical modifying plastic company with its own traits on sales management in China. The writer takes the charges of its sales management and faces some problems on the empowerment of sales team members. Regarding these problems and basing on the traits of modifying plastics industry, this thesis contains the context about the research including the background and the significant of the empowerment of sales team members, the research context and the research methods of the empowerment of sales team members, the research of the theory about the empowerment of sales team members, the research of the existing problems in DX company on empowerment of sales team members and develops the empowerment of sales team members project for the DX company. Through the above mentioned research of the empowerment of sales team members, a conclusion draws that a company like DX company which could develop and conduct a proper project of the empowerment of sales team members, basing on its trait of the modifying plastic industry and the exact needs in its works, in order to solve its problems on the empowerment of sales team members. At the same time, a particular management tools names the empowerment of sales team members table, can be considered to utilize with. For the sake of guaranteeing the expect result of the empowerment of sales team members, there are some actions relating the empowerment of sales team members which shall be conducted. In the end, this thesis drew the conclusion of the empowerment of sales team members for the DX Company and made the prospection regarding its value and the possibility of the adoption in the similar industries.
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