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销售酬赏制度研究 被引量:1

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摘要 在现代市场经济条件下,企业能否拥有一支能征善战的销售队伍,对于企业的生存和发展来说是至关重要的。作为企业综合实力的一个重要体现,销售队伍建设被作为大多数企业销售管理工作的首要问题。而对于销售酬赏制度的选择与确立,又是销售队伍建设中的关键。有人把销售酬赏制度视为销售管理工作之“纲”,只要善于抓住和利用这个“纲”,就能使复杂的管理问题易于解决。因此,企业销售酬赏制度的确立,决不是一个战术性的环节,而应该被视为一个战略性问题。
作者 高朴
出处 《南京师大学报(社会科学版)》 CSSCI 1997年第1期9-13,共5页 Journal of Nanjing Normal University(Social Science Edition)
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  • 2Tosi, Henry L., Jeffery P. Katz and Luis R. Gomez-Mejia. Disaggregating the Agency Contract: The Effects of Monitoring, Incentive Alignment, and Terra in Office on Agent Decision Making[J]. Academy of Management Journal 1997, (40): 584-602.
  • 3Kathryn M. Bartol. Reframing Salesforce Compensation Systems: An Agency Theory-based Performance Management Perspective[J]. Journal of Personal Selling & Sales Management,1999,19, (3):1-16.
  • 4Krafft, M., Lal, R. and Albers, S.Relative Explanatory Power of Agency Theory and Transaction Cost Analysis in German Salesforces[M].Working paper, Graduate School of Business, Stanford University, 1998.
  • 5Krafft, M.An Empirical Investigation of the Antecedents of Salesforce Control Systems[J]. Journal of Marketing, 1999, (63): 120-34.
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  • 8Herb.Greenberg, Harold.Weinstein, Patrick.Sweeney. How to Hire & Develop Your Next Performer(lst Edition) [M]. Caliper Management Inc. ,2001:23-33.
  • 9陈晓东,李晏墅.企业销售酬赏制度研究[J].南京经济学院学报,2000(5):43-47. 被引量:3
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