豪益公司營銷人員管理研究.pdf

1、學(xué)校代號!Q!!分類號⑨瀚確夫爹HUNANUNlVERSITY學(xué)號M02l4／03密級工商管理碩士學(xué)位論文豪益公司營銷人員管理研究學(xué)位申請人姓名金來香培養(yǎng)單位』亙篁堡掌醫(yī)導(dǎo)師姓名及職稱叢塑塹副塾塑至鹽塾攫學(xué)科專業(yè)工商管理碩士(MBA)研究方向厶塑塹塑筻型一論文提交日期2QQ5生!Q且2Q目耋篁竺型童絲壘絲重矍竺壘AbstractMarketingsalesmenasabridgebetweenenterprisesandmarketsp

2、layanimportantroleinthesurvivalanddevelopmentoftheenterprise，butthemanagementforthemhasalwaysbeenadifficultprobleminenterprisesSalesmen，withtheirindependence，highincomeandpromotion，thoughnotlimitedbytheirage，sen，diplomaa

3、ndexperience，shouldhavetobequalifiedformarketingsalesWithsuchdifficulties，theyareconfrontedwithintheirmarketingbusinessesasirregularbutcontinualbusinesstrips，constantrefusal，blamefromtheircustomers，themarketingsalesmensh

4、ouldsatisfythefollowingqualifications：strongdesireforsuccess；strongmotivetowinfavorableimpression；keenobservingpower；theabilitytoputthemselvesinother’Sposition；loyalty；confidence；communication；policy—decisionability；self

5、managementabilityandcooperationcapacityHaoyiCorporation，engagedintheproductionofdomesticelectricappliances，isaprivateenterpriseestablishedin1990Withtenyearsofprimitiveaccumulationofcapital，HaoyiCorporationhasstagedintoar

6、apidmultidimensionaldevelopment，butwithithavearisensuchproblemsasshortageofmarketingadministrativemanagementlossofadministrationoversomemarketingareas，marketingstandstillorevenadecline，drainonexemplarymarketingsalesmen，c

7、ompetencydeclineofthemanddrainonimportantcustomersWecanfindthereasonsfortheseproblemsmentionedabove：HaoyiCorporationisdeficientinacomprehensiveprogramforhumanresourceof’marketingsalesmen；ithasnotestablishedascientificenl

8、istingsystemtoscreenmarketingsalesmen；itisdeficientintraining；itdoesnothaveaperfectproficiencyassessmentsystem；salarysystemhasnotreallyeffectinspirationThepaper，basedonpropertytheoryofmarketingsalesmen，isintendedforadisc

9、overyofmanagementqualificationsforthemarketingsalesmeninHaoyiCorporation：achievementguidance，abilitytounderstandinterpersonalrelations，customerservice，confidenceandestablishmentofrelationsThepaperalsosetsupthecompetencym

10、odelformarketingsalesmenandmanagementinHaoyiCorporationwhichemphasizesthesignificanceofsuchfactorsasmotivation，personality，virtueimageandvalueThepaperputsforwardthefollowingcountermeasures：theestablishmentofthehumanresou