安利公司直销员激励机制研究.docVIP

目 录 摘 要I Abstract…………………………………………………………II 第1章 绪 1 1.1 研究背景1 1.2 研究意义………………………………………………1 1.3 研究对象和研究方法…………………………………1 第2章 ……………………………………4 2.1 激励过程的第一模式…………………………………4 2.1 激励过程的第二模式…………………………………4 2.2 激励过程的第三模式…………………………………4 第3章 安利公司情况介绍………………………………………5 3.1 安利公司基本情况……………………………………5 3.2 直销员激励方案的现有体系…………………………6 3.2.1 物质激励体系……………………………………6 3.2.2 精神激励体系……………………………………7 3.2.3 自我进步激励体系………………………………8 第四章 安利公司直销员激励机制存在的问题……………………9 4.1 直销员激励机制目前存在的问题………………………9 4.1.1 直销员对于公司激励机制的认可度分析………9 4.1.2 直销员的激励状态分析…………………………10 4.1.3 现在直销员激励方案的运行结果………………10 4.2 关于直销员激励方案无法发挥作用的深层次原因…11 4.2.1 对安利公司直销队伍的分析……………………11 4.2.2 对于矛盾现象背后的深层次原因………………11 第五章 安利公司直销员激励……………………………………13 5.1管理机制的解决方案建议………………………………13 第6章 结束语……………………………………………………19 参考致 谢Abstract With the 2005 Direct Management of the column, the official promulgation and implementation of Chinas direct selling industry has entered a standardized period of development. Issued direct selling market opportunities and challenges. Direct incentives for enterprises to improve management of salespeople, the salespeople in order to create good team, salespeople can enhance the core competitiveness and enhance their competitive advantage. In this context, the author select the well-known direct selling company Amway Corporation, 18 years old to 30 years old salespeople groups study, using questionnaires and telephone interviews and other research methods, this group of salespeople on the companys incentive programs were studied. This paper is divided into five parts, the author be summarized as follows. First of all, the authors focus on direct selling to us about the background of the industry and its marketing methods and features. And has undergone a period of introduction, development and transition, regulate period of three stages. At first, the direct selling market confusion, coupled with the involvement of illegal pyramid scheme, the Government had