企业一线销售人员授权成熟度评价研究

Research on Front-line Salespeople's Empowerment Readiness

随着市场竞争加剧,顾客需求多样化,越来越多的企业授权给自己的一线销售人员,企业管理人员愈发关注哪些一线销售人员适于授权以及如何评价企业一线销售人员的授权成熟度等问题。本文建立了企业一线销售人员授权成熟度的指标体系;采用层次分析法确定了各级指标的权重;构建了企业一线销售人员授权成熟度模糊综合评价的数学模型;最后通过实例验证了层次分析法与模糊综合评价相结合的企业一线销售人员授权成熟度评价方法的合理性与可靠性。

As market competition continues to intensify, customer demand is increasingly growing and diversiiying. More and more enterprises have empowered their own front-line salespeople. This paper establishes index system of front-line salespeople＇s empowerment readiness, uses analytic hierarchy process to determine the weight of each level index, establishes the fuzzy comprehensive evaluation model, finally the case study shows that it is reasonable and credible to evaluate front-line salespeople＇s empowerment readiness with analytic hierarchy process and fuzzy comprehensive evaluation.