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| 徐州美菜销售顾问流失问题研究
摘要
如果说采购和营运是一家公司的心脏，那么销售就是这家公司的腿。的却，经验丰富、素质超群的销售团队能够扮演起尖兵的角色，他们是一支特殊的武装，具备迅速打开市场的能力，进而抢占先机。作为中国首家成功尝试互联网+农业的企业，美菜拥有着这样一群接地气、具有美菜味道的销售铁军。但随着美菜业务的扩张、王府井极采极低成本模式的推进，使得美菜的销售目标急速上涨的同时提高了对销售人员的要求。久而久之，高压力、久加班、低薪酬、晋升难等问题纷至沓来，销售人员的离职浪潮久久不息。本文从互联网公司销售顾问流失问题入手，以徐州美菜销售顾问为切入点展开实地调研，结合员工流失理论模型，通过文献研究法、问卷调查研究法、访谈调查研究法与理论实际相结合研究法对徐州美菜销售顾问流失原因进行分析，总结出徐州美菜销售顾问产生离职意愿的原因。通过梳理徐州美菜现有战略、现行销售顾问管理制度与相关人力资源管理支持提出具有美菜特色的销售顾问流失对策措施，并希望为其他互联网企业改善销售员工留存提供参考。
关键词：徐州美菜 ； 销售顾问 ； 员工流失 ； 对策措施
Abstract
If purchasing and operation is the heart of a company, then sales is the leg of the company.However, experienced and highly qualified sales team can play the role of a vanguard,they are a special force, with the ability to quickly open the market, and then seize the first opportunity. As the first successful attempt of Internet + agriculture enterprises in China,Meicai has such a group of down-to-earth, with the taste of American food sales iron army. However, with the expansion of Meicai's business and the promotion ofWangfujing's ultra-low cost model,the sales target of Meicai has risen rapidly while the requirements for sales personnel have been raised. As time passes, problems such as high pressure, long overtime,low salary and difficult promotion come, and the turnover wave of sales personnel is endless. This article obtains from the Internet company sales consultant erosion problems,taking Xuzhou beauty food sales consultant field research as the breakthrough point, combining the theory of staff turnover model, through literature research,questionnaire survey method,interview investigation method and the theory of combining method of Xuzhou analyzes reasons for the loss of food sales consultant, summed up the Xuzhou beautiful food sales consultant's departure will produce. By sorting out Xuzhou Cuisine’s existing strategy,current sales consultant management system and related human resource management support,this paper puts forward countermeasures for the loss of sales consultants with Meicai characteristics, and hopes to provide reference for other Internet enterprises to improve the retention of sales staff.
Key words: Xuzhou Cuisine; Sales consultant; Staff turnover; countermeasures
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