XX服饰公司销售人员激励机制探讨_市场营销.doc

摘要:本文研究的是陕西七只羊服饰公司销售人员的激励机制。陕西七只羊服饰公司是一家集设计、生产、销售为一体的服饰企业。而对于服饰企业来说能否健康发展，销售人员的业绩起着重要的作用，因为销售人员是所有服饰企业的关键所在，是顾客直接感知产品质量的基础，是服饰企业提升竞争力不可或缺的前提。全文大致分为四个部分。第一部分，介绍了陕西七只羊服饰公司成立的时间、背景和优势；第二部分，阐述激励的原则和理论；第三部分，从销售人员激励制度的角度出发指出陕西七只羊服饰公司销售人员激励制度的现状，并根据现状说明存在的问题，并通过企业文化、组织沟通、团队建设、人力资源四个方面对陕西七只羊服饰公司进行研究；第四部分，通过第三部分的研究对陕西七只羊服饰公司销售人员的激励机制提出改进措施。

关键词：激励机制；销售人员；沟通

Abstract:The article analyses the sales incentive mechanism of Qi Zhi Yang Limited Liability Company. Qi Zhi Yang Limited liability company is a comprehensive and apparel industry including design, production, sales. As for clothing enterprises, can the healthy development of apparel industry, sales staff performance plays an important role. Because the sales staff is the key to all clothing enterprises. It is the basis of customer perception directly products, and is an indispensable prerequisite for garment enterprises enhance their competitiveness. The article is divided into four parts-probably.

　　　The first part of the text introduces Qi Zhi Yang Limited Liability Company set up the time, background and advantages. The second part, it will elaborate on the Sales incentive mechanism principle and theory. Thirdly, sales incentive mechanism from the perspective of Qi Zhi Yang Limited liability company said the company's Sales incentive mechanism situation. And according to the status quo that the existing problems and through enterprise culture, organizational communication, team-building, human resources four aspects of Qi Zhi Yang clothing research. The forth part gives some Sales incentive mechanism suggestion to the Qi Zhi Yang Limited liability company through the study in the third part.

Key Words：Incentive Mechanism; Sales; Communication

　　　销售人员的三个关键业绩指标是：销售量、销售价格和销售付款方式。而陕西七只羊服饰公司的销售关键仅仅是强调销售量，这从根本上误导了销售、削弱了销售人员在与客户的价格谈判过程中的心理优势。一个以销售量为主要薪酬考核指标的销售员是不会为公司真正坚守价格这道防线的。