Study on the Loss of Sales Staff in Small and Medium Enterprises in China

DOI

10.2991/sschd-19.2019.30How to use a DOI?

Keywords

Small and medium enterprises (SMEs), Salesperson turnover, Corporate profits.

Abstract

With the continuous development of small and medium enterprises in China, various problems in enterprises are becoming increasingly prominent. Among those problems, one of the most vital problems of human resource management is the flow and loss of sales personnel. Moderate flow helps to maintain the vitality of enterprises. However, the excessive loss can lead to slacken, or even stagnate the growth of the enterprises. Sales personnel, as a group with a significant proportion of employees in the enterprise, who directly linked to corporate profits, play an irreplaceable role in the enterprises. Controlling the loss of sales personnel is an urgent problem for many SMEs. This paper explores the overall situation of the sales personnel loss and its impact on the enterprises, and also analyzes the reasons for the loss of sales personnel from six aspects of the company system: personnel recruitment, internal training, performance system, company cultural construction and external factors. In the end, the paper also proposes corresponding solutions.

Copyright

© 2019, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Boya Liu
AU  - Wensong Zhang
PY  - 2019/12
DA  - 2019/12
TI  - Study on the Loss of Sales Staff in Small and Medium Enterprises in China
BT  - Proceedings of the 5th Annual International Conference on Social Science and Contemporary Humanity Development (SSCHD 2019)
PB  - Atlantis Press
SP  - 64
EP  - 69
SN  - 2352-5398
UR  - https://doi.org/10.2991/sschd-19.2019.30
DO  - 10.2991/sschd-19.2019.30
ID  - Liu2019/12
ER  -