李娟国盛商贸有限公司销售人员流失现状及改进措施刘

成都理工大学工程技术学院毕业论文国盛商贸有限公司销售人员流失现状及改进措施作者姓名：李娟专业名称：工商管理指导教师：刘浏讲师国盛商贸有限公司销售人员流失现状及改进措施-I-摘要在如今的知识经济时代，人才作为企业的核心资本，被越来越多的企业所关注，人力资源成为企业生存和发展的关键资源，人力资源管理的重要性也得到越来越多的体现。可是随着经济的快速发展，企业员工流失已经成为普遍现象，流失人员之多、频率之高，已经引起关注。尤其是在销售行业，大量的销售人员流失，不仅带走了企业的客户，造成了企业的直接经济损失；更增加了企业的人力重置成本，影响了工作的连续性和工作质量，最终影响了企业持续发展的潜力和竞争力。因此，如何运用有效的人力资源措施留住人才，是当前企业必须解决的问题。对此，本文以国盛商贸有限公司为例，从公司销售人员的流失现状出发，针对销售行业特点、公司内部制度和个人因素这三个方面提出原因，分析销售人员流失给公司带来的消极影响，并提出一系列的解决措施。关键词：销售人员员工流失国盛公司应对措施国盛商贸有限公司销售人员流失现状及改进措施-II-AbstractIntoday'seraoftheknowledgeeconomy,talentsasitscorecapital,moreandmoreenterprisesattention,humanresourcehasbecomethekeyofenterprises'survivalanddevelopmentresources,theimportanceofhumanresourcemanagementhasbeenmoreandmoreembodied.Butwiththerapiddevelopmentofeconomy,employeeturnoverhasbecomeauniversalphenomenon,thelossofpersonnel,highfrequency,hasattractedmoreandmoreattention,especiallyinthesalesindustry.Alargenumberofsalespersonnel,notonlytookawaycustomers,causedbythedirecteconomicloss;increasedenterprise'shumanreplacementcost,affectthecontinuityandqualityofwork,ultimatelyaffectthepotentialforsustainabledevelopmentandcompetitiveness.Therefore,howtouseeffectivemanpowerresourcemeasureoftarrytalent,isthecurrententerprisemustsolvetheproblem.Therefore,thispapertoGuoshengTradingCompanyasanexample,fromthelossofsalessituation,thesalesindustrycharacteristics,internalsystemandindividualfactorsofthesethreeaspectsofreasons,thelossofsalesstafftobringnegativeeffect,andputforwardaseriesofmeasurestosolvethe.Keywords:salesstaff,staffturnover,Guoshengcompany,countermeasures国盛商贸有限公司销售人员流失现状及改进措施-III-目录摘要............................................................................................................IAbstract..................................................................................................II目录.........................................................................................................III前言...........................................................................................................11相关理论综述.......................................................................................21.1员工流动管理定义.....................................................................21.2员工流失涵义.............................................................................21.3员工流动与员工流失的区别.....................................................21.4我国销售人员的流失现状.........................................................32国盛销售人员流失现状及影响...........................................................42.1背景分析.....................................................................................42.1.1国盛商贸有限公司简介.......................................................42.1.2公司现有销售人员分析.......................................................52.1.3国盛销售人员流失现状分析...............................................72.2销售人员流失对国盛公司所带来的影响.................................82.2.1影响销售人员的积极性.......................................................82.2.2综合成本的增加...................................................................83国盛销售人员流失的原因分析.........................................................103.1销售行业原因...........................................................................103.2国盛公司内部原因...................................................................103.2.1招聘制度不规范.................................................................103.2.2公司员工培训不足.............................................................113.2.3薪酬、福利不全面.............................................................113.2.4企业文化的缺失.................................................................113.3个人因素...................................................................................124国盛公司减少销售人员流失的措施.................................................144.1完善招聘制度...........................................................................144.1.1建立规范的岗位说明书.....................................................14国盛商贸有限公司销售人员流失现状及改进措施-IV-4.1.2完善真实工作预览.............................................................164.2加强销售人员培训...................................................................174.2.1做好销售人员培训需求分析..............................................174.2.2关键销售人员的培训..........................................................184.2.3良好的心理素质..................................................................184.3改善薪酬结构...........................................................................194.4塑造优秀的企业文化...............................................................204.4.1在企业中树立“以人为本”的理念.................................204.4.2通过培训将企业文化渗透到员工思想.............................214.4.3培养员工的归属感.............................................................21结论.........................................................................................................23致谢.........................................................................................................24参考文献.................................................................................................25国盛商贸有限公司销售人员流失现状及改进措施-1-前言随着21世纪的到来，知识对经济的推动作用越来越明显。人才作为知识的载体变得更加重要，