发布时间：2014-09-26 来源：人大经济论坛

目录 一.引言……………………………………………………………………………… 1 二.薪酬理论综述…………………………………………………………………… 2 （一）薪酬的含义和功能……………………………………………………………2 （二）薪酬的理论综述………………………………………………………………3 三.长沙天明自行车有限公司销售部门薪酬现状……………………………… 6 （一）长沙天明自行车有限公司概况……………………………………………6 (二）长沙天明自行车有限公司销售部门现状…………………………………7 1.销售部门的岗位结构图………………………………………………………… 7 2.销售部门的人员构成…………………………………………………………… 7 3.销售人员主要具有的特征……………………………………………………… 7 （三）销售部门薪酬管理现状及问题分析…………………………………………8 四.长沙天明自行车有限公司销售部门竞争性薪酬设计………………………10 （一）销售部门竞争性薪酬设计原则…………………………………………… 10 （二)影响销售人员薪酬确定因素…………………………………………………11 （四)薪酬设计流程…………………………………………………………………12 1.职位分析……………………………………………………………………… 12 2.职位评价……………………………………………………………………… 14 3.薪酬调查……………………………………………………………………… 15 4.薪酬定位……………………………………………………………………… 16 5.薪酬结构设计………………………………………………………………… 17 6.薪酬体系的实施和修正……………………………………………………… 22 五.长沙天明自行车有限公司销售部门竞争性薪酬方案实行的配套政策… 23 （一）销售部门的绩效考核方案……………………………………………… 23 （二）薪酬满意度调查………………………………………………………… 23 （三）薪酬调整………………………………………………………………… 25 六.结束语……………………………………………………………………………24 致谢………………………………………………………………………………… 25 参考文献…………………………………………………………………………… 26 附录………………………………………………………………………………… 27 摘 要 在现代企业管理中，薪酬管理是企业人力资源管理的核心内容。销售薪酬管理是企业人力资源管理最重要的战略问题之一，也是最难于操作的实务之一。薪酬是激励销售人员的重要手段，建立一个行之有效的薪酬制度是非常必要的，这样的薪酬制度既要不断激励销售员工创造业绩，又要满足其工作成就感。 本文将从薪酬方案设计的理论入手，对销售部门进行竞争性薪酬设计。论文分为六个章节。第一章为引言，介绍论文的选题背景和意义，阐述了论文的基本思路和主要内容。第二章薪酬理论综述,介绍主要的薪酬制度和薪酬理论为销售部门的薪酬设计提供借鉴与启示。第三章具体分析了长沙天明自行车有限公司销售部门薪酬现状与存在问题。第四章在针对存在问题对长沙天明自行车有限公司销售部门进行竞争性薪酬设计。第五章长沙天明自行车有限公司销售部门竞争性薪酬方案实行所需的配套政策。论文的最后是结论，结论是对本文的研究成果简要总结。 关键词：薪酬；薪酬设计；薪酬系统；销售人员 ABSTRACT In the modern enterprise management,The compensation management is the enterprise human resources management central content.The sales compensation management is one of enterprise human resources management most important strategy questions, Is also one which of practices most difficulty with operates. compensation is an important means of sales personnel,Establishes an effective compensation system is very essential, Such compensation system must drive unceasingly sells the staff to create the achievement, and must satisfy its work sense of achievement. This article will obtain from the compensation project design's theory, Carries on the competitive compensation design to the Sale branch, The paper divides into six chapters. The first chapter is the introduction, the introduction paper selected topic background and the significance, Elaborated the paper basic mentality and the primary coverage. The second chapter compensation theory summary, The introduction main compensation system and the compensation theory provide for Sale branch's compensation design use for reference with inspire. The third chapter when concrete study Huzhou good Czechoslovakia mechanical and electrical Limited company Sale branch compensation present situation and existence question. The third chapter when concrete study Huzhou good Czechoslovakia mechanical and electrical Limited company Sale branch compensation present situation and existence question. The fifth chapter when Huzhou good Czechoslovakia the mechanical and electrical Limited company Sale branch competitive compensation plan implements the throw good money after bad which needs. The paper is finally the conclusion, the conclusion is summarizes briefly to this article research results. Key words:compensaion;compensation design;compensation system design;salesmen