摘要
如何提高企业销售团队的凝聚力是很多企业关心的问题,在分析相关文献的基础上,通过企业销售团队实地调研和德尔菲法,建立了销售团队凝聚力的影响因素结构图,并通过群体AHP方法对影响销售团队凝聚力的各项因素进行了评价和分析,最后提出影响销售团队凝聚力的主要因素和提高凝聚力的建议,为企业提高销售水平和加强销售管理提供依据。
How to improve the sales team cohesion is what many enterprises concern. The purpose of this study is to explore the dimension structure of sales teams cohesion. Based on the relevant literature review, semi-structured interview study and Delphi method, we obtained 16 factors that affect the cohesion of sales team and 5 matrixes, and we used group AHP to analyze the matrixes. The result shows that different factors play different roles to affect the cohesion.
出处
《河北科技大学学报》
CAS
北大核心
2009年第3期271-274,共4页
Journal of Hebei University of Science and Technology
