1、 （2011 届） 本科毕业论文（设计） 题 目 某企业销售人员薪酬激励方案再设计 学 院 商学院 专 业 人力资源管理 班 级 学 号 学生姓名 指导教师 摘摘 要要：在现今市场经济和全球化进程下，企业不管是在国内市场还是国际 市场都面临了更加激烈的竞争。企业为了生存和更好地可持续发展，就必须不断 吸引、保留客户并与之保持良好的关系。企业的销售人员和销售工作是其与客户 联系的纽带与桥梁，企业的产品依靠销售转换成价值，为企业实现利润并达成利 润最大化的目标。鉴于销售人员对企业的重要性，企业不断开发各种有效的激励 机制来正确诱导销售人员的工作动机,以激发他们的销售热情和潜力。 本文通过对某企业销
2、售人员薪酬激励方案的调查， 发现现有方案存在团队激 励较少、个人激励不够完善、激励形式过于单一等问题。针对这些问题，在新方 案设计时，将激励方案分为个人薪酬激励和团队薪酬激励两大块，在个人薪酬激 励上又从短期激励和长期激励这两个方面来着手，同时在激励形式上力求多元 化。本文将理论与企业实际紧密联系，通过不同途径的调查分析，以期新方案能 更好地发挥激励作用。 关键词：关键词：销售人员；激励机制；薪酬激励 Abstract：Based on the background of global market, companies are facing more intense competition
3、both in the domestic market and international markets. In order to survive and keep better sustainable development, Enterprises must continue to attract, retain and maintain a good relationship with our customers. Marketing and the employees are playing as ties and bridges in contact with customers.
4、 Companys products achieve the value and realize the profits by marketing. Given the importance of salesman, companies need to develop an effective and incentive mechanism to induce the right motivation of salesman. Only through this can we stimulate their enthusiasm and potential. Having a survey o
5、f an enterprise incentive program for salesman, we found that there exists several problems such as there are few team motivation programs, personal motivation is not perfect, the form of motivation is unitary. To solve these problems, in the new program design, we will divide the incentive programs
6、 into individual and team motivations. Whats more, the personal pay consist of two blocks, short-term incentive compensation and long-term incentive compensation, and the forms will be diversified. By linking theory business practice and through different ways of investigation, I hope that the new program will have better incentive effects. Key Words：Sales
