【正文】 售人員管理的必要性和重要性，并對(duì)當(dāng)前國(guó)內(nèi)中小企業(yè)銷售人員管理困境進(jìn)行了初步分析。 本文主要是針對(duì)我國(guó)中小企業(yè)銷售人員管理這個(gè)問題的研究，力圖形成一整套完整性與合理性兼?zhèn)涞闹行∑髽I(yè)銷售人員管理方案。 _________管理專業(yè) 畢 業(yè) 設(shè) 計(jì) 題 目： 中小企業(yè)銷售人員管理的對(duì)策研究 專 業(yè)： 考 號(hào)： 考生姓名： 指導(dǎo)教師： 安徽工業(yè) 大 學(xué) 2020 年 4 月 1 日I 中小企業(yè)銷售人員管理的對(duì)策研究 摘 要 近年來，我國(guó)中小企業(yè)不斷發(fā)展壯大，逐漸成為國(guó)家經(jīng)濟(jì)的重要組成部分。然而，如何科學(xué)規(guī)范地管理銷售人員卻是當(dāng)今困擾諸多中小企業(yè)的一大難點(diǎn)，相關(guān)管理方案的完整性和制度的合理性等方面存在諸多問題，有待改進(jìn)與完善。 本文通過對(duì)我國(guó)中小企業(yè)的界定及其對(duì)社會(huì)發(fā)展重要作用的介紹，引出中小企業(yè)管理研究的重大意義。再次，本文充分地將有關(guān)理論與工作實(shí)踐相結(jié)合，針對(duì)我國(guó)中小企業(yè)銷售人員管理各方面存在的問題及其主要形成原因進(jìn)行了剖析，并試從人力資源和管理系統(tǒng)的角度，分別闡述了中小企業(yè)銷售人員管理中的招聘管理、培訓(xùn)管理、激勵(lì)管理、薪酬管理等基本內(nèi)容及需要注意的問題。 關(guān)鍵詞 ：中小企業(yè)；銷售人員；管理問題；II Small and Mediumsized Enterprise Marketing Personnel Management Countermeasures Abstract In recent years, our country small and mediumsized enterprise continue to grow and develop, has bee the important part of national economy. However, how to scientific and standardized management of the sales staff is the problem of many small and medium enterprises a major difficulty, related management programs for pleteness and rationality of the system and there exist many problems, improvement and perfection. This paper is aimed at our country small and mediumsized enterprise sales management research on this issue, try to form a set of integrity and rationality of both small and medium enterprises sales management program. This article through to the small and mediumsized enterprises of our country defined on social development in an important role in the introduction, leads to the significance of the study on the management of small and mediumsized enterprises. Secondly, based on the domestic small and mediumsized enterprise internal and external factors and the existing main problem in detail, emphasizing the small and mediumsized enterprise sales management necessity and importance, and the current domestic small and medium enterprises sales management predicament undertook preliminary analysis. Again, this article will be fully about the theory and practice of bining, in view of our country small and mediumsized enterprise sales management of all aspects of the existing problems and their main causes are analyzed, and from the human resources and the management system, separately elaborated the small and mediumsized enterprise sales staff in the management of recruitment management, training management, incentive management, salary management, basic contents and problems needing attention. Finally, this article also emphasizes the sales management system integration and feedback control necessity, introduced the sales staff outdoor action management and sales cost control and other related content, and according to the sales staff management integration and control principle, method and index corresponding suggestions are put forward. III Keywords: small and mediumsized enterprises。 Management problems。 IV 目 錄 摘 要 ................................................................................................................. I Abstract ................................................................................................................ II 第 1 章 緒 論 .......................................................................................................1 研究背景 ................................................................................................. 1 中小企業(yè)的重要作用 ............................................................................. 1 中小企業(yè)發(fā)展影響因素及銷售管理的主要問題 ................................. 3 中小企業(yè)外部影響環(huán)境分析 ....................................................... 3 中小企業(yè)內(nèi)部環(huán)境分析 ............................................................... 4 機(jī)會(huì)與威脅分析 ........................................................................... 5 第 2 章 中小企業(yè)銷售人員的管理 .................................................................... 8 銷售人員管理的重要意義 ..................................................................... 8 中小企業(yè)銷售人員管理困境的基本原因分析 ..................................... 9 第 3 章 中小企業(yè)銷售人員管理方案 .............................................................11 銷 售人員招聘管理 ...............................................................................11 銷售人員招聘常見的問題及原因分析 .....................................11 銷售人員應(yīng)具備的基本素質(zhì) .................................................... 12 銷售人員招聘方法 .................................................................... 13 銷售人員培訓(xùn)管理 .............................................................................. 14 銷售人員培訓(xùn)過程中常見的問題分析 .................................... 14 銷售人員培訓(xùn)方案 .................................................................... 15 銷售人員激勵(lì)管理 ............................................................................... 16 銷售人 員激勵(lì)常見問題分析 .................................................... 16 銷售人員的激勵(lì)方法 ................................................................. 17 銷售人員薪酬管理 ............................................................................... 18 銷售人員薪酬管理常見問題及分析 ......................................... 18 薪酬管理的基本原則及措施 ..................................................... 19 第 4 章 中小企業(yè)銷售人員管理的整合與控制 .............................................. 20 銷售人員管理控制的基本方法 ........................................................... 20 銷售人員管理系統(tǒng)控制的基本指標(biāo) ................................................... 21 結(jié) 論 .............................................................................................................. 22 致 謝 .............................................................................................................. 23 參考文獻(xiàn) .................................................................................................