III 摘要 薪酬激励在汽车销售公司的人力资源管理体系中至关重要，一方面是企业内 部激励员工、培养和提拔人才的制度约束，另一方面也是公司建立现代治理体系 的必然要求。在管理实践中，企业在员工薪酬激励方面进行了诸多优化和创新， 如何挖掘企业员工的潜力、激发其工作积极性、促进其成长以及自我实现，在企 业内部建立一套有效的薪酬激励制度，是企业可持续发展的关键，而薪酬激励制 度的公平性、科学性、合理性将直接影响企业组织体系调整、教育实训、绩效考 核、岗位和职位晋升等的最终结果，所以在薪酬激励模型和设计方法等方面，亟 待企业管理者认真思考、探讨完善和优化的对策及路径。 R公司隶属于某大型汽车集团，围绕新车销售、旧车回收、维修保养、车险 金融等的整个汽车消费周期，提供全方位的家庭用车服务，是上海市最具实力的 综合性汽车服务型企业之一。目前采用的薪酬激励模式与行业发展、企业和团队 的成长要求不相适应，销售人员的薪酬激励体系更是问题颇多。 本文以R公司汽车销售人员薪酬激励的优化及制度保障为目标，主要运用 文献研究法、调查问卷法和案例分析法开展研究，基于对国内外薪酬管理理论及 文献资料的梳理分析，坚持理论联系实际，深入剖析汽车销售人员薪酬体系的现 状、问题及原因，结合R公司所处的行业背景及发展概况，借鉴汽车行业领先 企业的员工薪酬激励经验，运用全面薪酬、效率工资等理论，对公司现有的汽车 销售人员薪酬激励进行优化和制度保障的设计，使之更富科学性、合理性和激励 性。 本文以汽车销售人员的薪酬激励优化为突破口，着重调动公司全体汽车销售 人员工作的积极主动性和创造性，在解决R公司薪酬管理问题的同时，实现公 司人力资源效用的最大化，提高企业人资发掘的能力和效率，提升了企业的运营 效率，优化后的薪酬激励制度对汽车相关企业的薪酬激励优化有一定的借鉴意 义，对于缓解行业内其他企业对汽车销售人才的争夺战带来的压力，抢占人才竞 争制高点具有参考价值。 关键词：销售人员；薪酬激励；优化对策；制度保障 北京交通大学硕士专业学位论文ABSTRACT IV ABSTRACT Salaryincentiveisveryimportantinthehumanresourcemanagementsystemof automobilesalescompany.Ontheonehand,itisthesystemrestrictionofencouraging employees,trainingandpromotingtalentsintheenterprise.Ontheotherhand,itisthe inevitablerequirementofestablishingmodernmanagementsystem.Inthe managementpractice,theenterprisehascarriedoutmanyoptimizationandinnovation intheaspectofemployeecompensationincentive.Howtotapthepotentialof employees,stimulatetheirworkenthusiasm,promotetheirgrowthandselfrealization, andestablishaneffectivecompensationincentivesystemwithintheenterpriseisthe keytothesustainabledevelopmentoftheenterprise,andthefairness,scientificityand rationalityofthecompensationincentivesystemwilldirectlyaffectTherefore,in termsofsalaryincentivemodelanddesignmethods,itisurgentforenterprise managerstoseriouslyconsider,exploreandoptimizethecountermeasuresandpaths. Rcompanybelongstoalargeautomobilegroup.Itprovidesafullrangeoffamily carservicesaroundthewholeautomobileconsumptioncycleofnewcarsales,oldcar recycling,maintenance,automobileinsurancefinance,etc.itisoneofthemost powerfulcomprehensiveautomobileservice-orientedenterprisesinShanghai.At present,thesalaryincentivemodeladoptedisnotsuitableforthedevelopmentofthe industry,thegrowthofenterprisesandteams,andthesalaryincentivesystemofsales personnelisevenmoreproblematic. Aimingattheoptimizationofsalaryincentiveandsystemguaranteeof automobilesalesmeninRcompany,thispapermainlyusescomparativeanalysis, literatureresearchandquestionnairemethodtocarryoutresearch.Basedonthe combingandanalysisofdomesticandforeignsalarymanagementtheoriesand literature,itadherestothecombinationoftheoryandpractice,deeplyanalyzesthe currentsituation,problemsandreasonsofautomobilesalesmen'ssalarysystem,and combineswithRcompany'spositionBasedontheindustrybackgroundand developmentsituation,drawingonthesalaryincentiveexperienceoftheleading enterprisesintheautomobileindustry,andusingthetheoryofcomprehensivesalary andefficiencysalary,thispaperoptimizesthecurrentsalaryincentiveofautomobile salespersonnelanddesignsthesystemguarantee,soastomakeitmorescientific, reasonableandincentive. 北京交通大学硕士专业学位论文ABSTRACT V Thispapertakesthesalaryincentiveoptimizationofautosalesmenasa breakthroughpoint,andfocusesonmobilizingtheinitiativeandcreativityofallauto salesmeninthecompany.WhilesolvingthesalarymanagementproblemofR company,itrealizesthemaximizationofhumanresourceutilityofthecompany, improvestheabilityandefficiencyofhumanresourceexplorationofthecompany, improvestheoperationefficiencyofthecompany,andoptimizesthesalaryincentive systemforautosalesmenThesalaryincentiveoptimizationofautomobilerelated enterpriseshascertainreferencesignificance,whichcanrelievethepressureofother enterprisesintheindustryonthecompetitionforautomobilesalestalentsandseizethe commandingpointoftalentcompetition. Keywords:Salesmen;SalaryIncentive;OptimizingStrategy;InstitutionalGuarantee 北京交通大学硕士专业学位论文目录 VI 目录 第1章绪论..................................................................................................................1 1.1研究背景和研究意义..........................................................................................1 1.1.1研究背景.....................................................................................................1 1.1.2研究意义.....................................................................................................2 1.2研究目的及方法..................................................................................................3 1.2.1研究目的.....................................................................................................3 1.2.2研究方法.....................................................................................................3 1.3论文主要内容及框架..........................................................................................4 1.3.1研究内容.....................................................................................................4 1.3.2论文框架.....................................................................................................4 第2章理论基础与文献综述......................................................................................6 2.1理论基础..............................................................................................................6 2.1.1薪酬激励.....................................................................................................6 2.1.2全面薪酬理论.............................................................................................7 2.1.3效率工资理论.............................................................................................7 2.1.4公平理论.....................................................................................................8 2.2文献综述..............................................................................................................9 2.2.1有关薪酬水平的研究.................................................................................9 2.2.2有关薪酬结构的研究...............................................................................10 2.2.3有关销售人员薪酬激励的研究...............................................................12 2.2.4文献述评...................................................................................................13 第3章R公司汽车销售人员的薪酬激励问卷调查及分析....................................15 3.1R公司汽车销售人员薪酬激励问卷调查.........................................................15 3.1.1R公司汽车销售人员薪酬激励现状.......................................................15 3.1.2调查目的...................................................................................................17 3.1.3问卷设计...................................................................................................17 3.1.4问卷调查结果分析...................................................................................18 3.2R公司汽车销售人员薪酬激励存在的问题.....................................................28 3.2.1薪酬结构不合理.......................................................................................28 北京交通大学硕士专业学位论文目录 VII 3.2.2薪酬水平缺乏外部竞争性....................................................