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1、華中農(nóng)業(yè)大學(xué)本科畢業(yè)論文I銷售人員激勵(lì)機(jī)制研究銷售人員激勵(lì)機(jī)制研究目錄摘要..........................................................................................................................................I一、導(dǎo)論........................................

2、..........................................................................................1（一）研究背景及意義....................................................................................................1（二）相關(guān)理論著述.........

3、...............................................................................................2（三）基本研究路線圖....................................................................................................6二、實(shí)證研究設(shè)計(jì).....

4、.............................................................................................................7（一）研究模型與假設(shè)....................................................................................................

5、7（二）問卷設(shè)計(jì)以及問卷調(diào)查........................................................................................9（三）數(shù)據(jù)統(tǒng)計(jì)分析方法................................................................................................9三、研究結(jié)果與分析

6、............................................................................................................10（一）描述性統(tǒng)計(jì)分析..................................................................................................10

7、（二）信度分析..............................................................................................................14四、研究結(jié)論與建議............................................................................................

8、................14（一）研究結(jié)論..............................................................................................................14（二）研究建議............................................................................

9、..................................16五、研究不足及研究展望....................................................................................................16（一）研究不足................................................................

10、..............................................16（二）研究展望..............................................................................................................17參考文獻(xiàn).................................................

11、.................................................................................1致謝........................................................................................................................................

12、..3附錄..........................................................................................................................................4華中農(nóng)業(yè)大學(xué)本科畢業(yè)論文IIABSTRACTInthewaveofglobalizationChinasenterprisesarefacinginth

13、edevelopedcountriesenterprisescompetitionbothinthedomesticinternationalmarkets.Underthisbackgrounditisextremelyimptantfenterprisestodowellinthemarketingwk.Asoneofthemostimptantwkinanenterprisesmarketingisalsoaprofessions

14、marketingprovideswithgoodopptunityfthepeoplewhowanttobeindependentfreewkingsomarketingisaprofessionwithagreatattraction.Butinfactmanyenterprisesarefacingsalesmanlossesmarketingachievementsdeclines.Fchangingthissituationi

15、tisnecessarytodoresearchesontheincentivetothesalesman.Basedonthegeneralincentivetheyrecentresearchdocumentsthispaperistodothepreliminaryresearchontheincentivetothesalesmanthroughtheviewpointsofmarketingmanagementhumanres

16、ourceseconomics.Firsttoanalyzethefactsaffectingtheincentivetosalesmancontainthematerialnonmaterialfactsincentivedegreetothesalesman.Throughtheresearchwecanfindoutthatsalesmanaremesensitivetothematerialincentiveshoweverth

17、ereisanexceptionthatsalesmanarealsotakenpromotiontoahigherofficeseriouslytheinterestdegreeis4.10ishigherthanthatofbasicsalary.Secondbasedonthequestionnairestosalesmanofdifferentindustriesusethedeivestatisticswhileverifyi

18、ngthecollectivefactsdominancetosalesmanonthebasisofauthenticproofsresearcheswecanfindthatsalesmanindifferentindustriesofdifferentfixednumberofwkingyearshavedominantdifferenceinindividualsaffectingfactstheroyaltyindiffere

19、ntindustriesisdifferent.Finallythispaperistryingtobuildoptimizethesalesmanincentivemodelbasedontheinvestigationresearches.Thismodelcanimprovetheenterprisesrationalitiesonmarketingsalarydesignimprovetheeffectsoftheincenti

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