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Verkaufswettbewerbe als Instrument der Außendienststeuerung

Verkaufswettbewerbe als Instrument der Außendienststeuerung

          
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About the Book

Studienarbeit aus dem Jahr 2008 im Fachbereich BWL - Offline-Marketing und Online-Marketing, Note: 2,3, Hochschule Ludwigshafen am Rhein, Veranstaltung: Vertriebsmanagement, Sprache: Deutsch, Abstract: Ohne Anreiz geht es nicht mehr. Vor allem im Vertrieb erhalten die Mitarbeiter nach diesem Grundsatz einen Teil Ihres Gehalts. Doch durch welche Anreize kann der Mitarbeiter im Außendienst am besten motiviert werden? Durch bekannte Ver¬gütungssysteme, wodurch das Einkommen als Motivator eingesetzt wird oder durch Prämien bzw. so genannte Incentives? Wer würde nicht versuchen so viele Ver¬tragsabschlüsse wie möglich zu ergattern, wenn als Anreiz ein Porsche oder eine Mallorca-Reise winkt, oder soll die Motivation über ganz andere Wege geschaffen werden. In dieser Hausarbeit wird auf neue Vergütungsan¬sätze eingegangen, wobei besonders der Verkaufswettbewerb als Motivations- und Steuerungsinstrument herausgestellt wird. Im ersten Teil wird zunächst auf Vergütungssysteme als Instrument der Steuerung und der Notwendigkeit von neuen Vergütungsmethoden eingegangen, die sich aufgrund neuer Marktbedingungen ergeben. Als nächstes werden Verkaufswettbewerbe als Instrument der Verkaufsförderung näher betrachtet, sowie Grundlagen der Wettbewerbe angeführt. Desweiteren wird geprüft in wieweit Verkaufswettbewerbe als Motivation für den Vertrieb geeignet sind, und welche Wirkung Incentives auf die Mitarbeiter haben können. Der zweite Teil der Hausarbeit beschäftigt sich mit der Organisation von Ver-kaufswettbewerben. Hierbei wird besonders auf die speziellen Anforderungen eingegangen, die vom Unternehmen beachtet werden müssen. Außerdem werden Probleme aufgezeigt, die bei einer falschen Handhabung auftreten können. Im Zuge dessen werden verschiedene Lösungsvorschläge für die richtige Gestaltung beleuchtet. Um einen Bezug zur Praxis herzustellen, werden Teile der Studien "Vertriebsmotivation" der HSH + S Unternehmensberatung aus 2005 und 2007 betrachtet und verglichen. Abschließen


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Product Details
  • ISBN-13: 9783640305117
  • Publisher: Grin Publishing
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 5 mm
  • Width: 148 mm
  • ISBN-10: 3640305116
  • Publisher Date: 27 Apr 2009
  • Height: 210 mm
  • No of Pages: 76
  • Series Title: German
  • Weight: 113 gr


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