摘要
本文以北京某知名男装品牌为案例,将不同激励制度对销售人员激励有效性作为研究课题,通过搜集整理相关文献资料,归纳总结激励制度。结合对企业经理人的深度访谈,归纳总结出企业中具体的激励制度。通过对一线销售人员的问卷调查,得出以下结论:与薪酬相关、以及较人性化的激励制度,能对销售人员产生比较有效的激励效果;以处罚、索取、勉强等为基础的激励制度,激励效果的有效性不显著;司龄、店铺等级会对某些激励制度的有效性产生影响。
Based on menswear brand, this paper focused on the effectiveness of different incentive systems for salesman and summarized some incentive systems by collectting relevant conferences. Incentive systems were conclued combining with managers＇ depth interviews. Furthermore, a questionnaires survey was also made. and the results showed： it would be effective to reward salesman with cash and humanized incentive systems： it was not significantly effective for salesperson to use punishment or demand incentive systems; the effectiveness of incentive systems might be influenced by the length of service and the grade of store.
出处
《纺织导报》
CAS
北大核心
2013年第4期90-93,共4页
China Textile Leader
关键词
男装品牌
销售人员
激励制度
有效性
menswear brand
sa：lesman
incentive systems
effectiveness
