A公司销售人员激励机制分析研究

摘要

拥有优秀员工才能使企业有延续和进步的空间，而如何招揽英才，并能充分调动英才积极主动发挥效益，这个问题是企业务必考虑的。一般来说，许多企业都没有制定系统的人力资源管理制度，管理的随意性较大，由于缺乏长期的人力资源规划，许多销售人员只是将销售职业作为其职业生涯的中转站。A公司是一家以自动化机械设备生产与销售企业，拥有一套业务精良的销售团队。但是，片面性发展的激励方案是不能满足A公司的发展要求。因此，建立新的激励机制，挖掘销售人员的潜力，使得公司的销售竞争力再次提升是本文研究的重点和难点。

文章在探索时把销售人员的要求视为推理的基底，再结合一些激励的理论探索,就当下销售人员的要求做了深度的调查与研究，找到一些问题。

abstract

Only having excellent employees can make the enterprise have the space of continuity and progress, and how to attract talents and fully mobilize them to actively play their benefits, this problem must be considered by the enterprise. Generally speaking, many enterprises do not have a systematic human resource management system, and the management is more arbitrary. Due to the lack of long-term human resource planning, many salespeople only regard the sales career as a transit station of their career. Company a is an automation machinery and equipment production and sales enterprise, with a set of business excellent sales team. However, the incentive plan of one-sided development can not meet the development requirements of company A. Therefore, to establish a new incentive mechanism, tap the potential of sales personnel, and make the company's sales competitiveness improve again is the focus and difficulty of this paper.

In this paper, the requirements of the salesperson are regarded as the basis of reasoning, and then combined with some theoretical exploration of motivation, the requirements of the salesperson are investigated and studied in depth to find some problems.

关键词:A公司；销售人员；销售人员激励机制