【正文】 burnout of sales staff will lead to the decrease of efficiency. This article researches sales personnel job burnout in two aspects of theory and practice, analysis the causes of sales personnel job burnout. it will put forward some respective some measures and suggestions basing on analysis for sales personnel job burnout from perspective of individual and anization. Keywords: sales personnel。 Intervention 目錄 1 引言 ................................................................................................................................... 1 2 銷(xiāo)售人員工作倦怠的相關(guān)概念 ............................................................................................ 2 工作倦怠的定義 ........................................................................................................ 2 工作倦怠的本質(zhì) ........................................................................................................ 2 工作倦怠的影響因素 ................................................................................................. 3 工作態(tài)度 ......................................................................................................... 3 工作資源 ......................................................................................................... 3 工作特性 ......................................................................................................... 3 公平感 ............................................................................................................ 3 組織特征 ......................................................................................................... 4 銷(xiāo)售人員的相關(guān)概念 ................................................................................................. 4 銷(xiāo)售人員的概念與分類(lèi) .................................................................................... 4 銷(xiāo)售人員的群體特點(diǎn) ....................................................................................... 4 銷(xiāo)售工作的特性 ........................................................................................................ 5 進(jìn)入壁壘較低 .................................................................................................. 5 在銷(xiāo)售中需要情感的導(dǎo)入 ................................................................................ 5 需要把握銷(xiāo)售中的機(jī)會(huì) .................................................................................... 5 3 銷(xiāo)售人員工作倦怠調(diào)查方案設(shè)計(jì) ......................................................................................... 6 調(diào)查問(wèn)卷設(shè)計(jì) ........................................................................................................... 6 調(diào)查對(duì)象 .................................................................................................................. 6 調(diào)查方法 .................................................................................................................. 6 數(shù)據(jù)處理方法 ........................................................................................................... 6 調(diào)查結(jié)果 .................................................................................................................. 6 情感衰竭狀態(tài) .................................................................................................. 6 玩世不恭狀態(tài) .................................................................................................. 7 個(gè)人成就感狀態(tài) .............................................................................................. 7 男性的工作倦怠比例與程度要高于女性 ........................................................... 8 本專(zhuān)科學(xué)歷人群成為工作倦怠狀態(tài)的主流群體 ................................................. 8 工作倦怠隨年齡的增加呈成遞減趨勢(shì) .............................................................. 9 4 銷(xiāo)售人員工作倦怠的成因 ................................................................................................... 9 在工作中不能獲得提升 ............................................................................................. 9 工作負(fù)擔(dān)太重 ........................................................................................................... 9 對(duì)自己直接上級(jí)的管理方法和風(fēng)格不滿(mǎn)意 ................................................................10 工作方面的人際關(guān)系傷腦筋 .....................................................................................10 男性銷(xiāo)售人員更容易出現(xiàn)工作倦怠 ...........................................................................10 本專(zhuān)科學(xué)歷銷(xiāo)售人員是工作倦怠主流人群 ................................................................ 11 5 銷(xiāo)售人員工作倦怠的預(yù)防和干預(yù) ........................................................................................ 11 組織層面的預(yù)防和干預(yù) ............................................................................................ 11 對(duì)工作本身的改進(jìn) .......................................................................................... 11 重視培訓(xùn)與開(kāi)發(fā)，注重員工的職業(yè)生涯發(fā)展規(guī)劃 ............................................12