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The Rusource of Salesman’s Compensation Management Under the Perspective of Dual Contract

Author: ZhangLiPing
Tutor: WangZuo
School: Nanjing University of Finance and Economics
Course: Business management
Keywords: Contract Contract Psychological contract Sales staff Compensation Management Pay satisfaction
CLC: F272.92
Type: Master's thesis
Year: 2010
Downloads: 253
Quote: 1
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With the development of market economy , Chinese enterprises have gradually establish the concept of marketing , sales in the increasingly important position in the enterprise , the establishment of a professional sales personnel is particularly important to the survival and development of every enterprise . However , China's enterprises in the management of sales staff , there are many problems , such as the sales force is unstable , highly liquid investments , job-hopping and high . Solve these problems, the theory and practice on the basis of the existing psychological contract , relatively rich , from the the contract contract and the psychological contract perspectives to explore the role and significance in the organization of salary management , analysis of contract Compact , psychological contract and the salary management relations , the use of questionnaires , data processing and analysis methods , and satisfaction among sales staff contract contract, psychological contract and sales staff remuneration empirical research , on this basis, based on double contract sales staff compensation management model , and to strengthen the sales staff compensation management strategy through effective dual contract management , thereby enhancing corporate salaries of sales personnel satisfaction and loyalty, and attract and retain good sales people . In this study, a similar study a certain degree of expansion . Has some reference and reference value of enterprise sales force management and business management .

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CLC: > Economic > Economic planning and management > Enterprise economy > Enterprise planning and management decision - making > Corporate Administration > Personnel Management
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