论激励理论对销售工作的作用

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1、题目论激励理论对销售工作的作用姓名学号专业年级指导教师二O一二年三月十五日21目录开题报告·····································································································3摘要·············································································································4ABSTRACT································

2、································································5一励理论研究及发展综述·········································································6（一）激励的含义与作用··················································································6（二）激励的分类···············································

3、··············································61.内容型激励理论·························································································62.过程型激励理论·························································································63.行为矫正型理论·············································

4、·······21·····································6二销售人员激励现状···················································································8（一）销售人员的激励现状·················································································8（二）销售管理人员激励不足的原因·················································

5、···················9三销售管理人员的激励方案·······································································11（一）销售管理人员激励的基本要求····································································11（二）关注销售管理人员的成长··········································································12（三）绩效考核合理化········

6、··············································································13四销售管理人员激励方案的支持措施·······················································16（一）制度支持································································································1621（二）文化支持································

7、································································16结论···········································································································18参考文献·························