基于模糊综合评价的销售人员授权准备度研究

2008 International Seminar on Future Information Technology and Management Engineering Pub Date : 2008-11-20 DOI:10.1109/FITME.2008.44

Zhengliang Xu, Y. Pei, Yong Su, Feng Xu

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引用次数: 0

摘要

随着市场竞争的不断加剧，越来越多的企业赋予了自己的销售人员权力。企业管理者更关心的问题是如何确定企业销售人员是否适合授权，以及如何评估销售人员是否愿意授权。本文建立了企业销售人员授权就绪度的指标体系，运用层次分析法确定各层次指标的权重，建立了企业销售人员授权就绪度的模糊综合评价模型，最后通过案例分析表明，运用层次分析法和模糊综合评价法对企业销售人员授权就绪度进行评价是合理可信的。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Research on Salespeople's Empowerment Readiness Based on Fuzzy Comprehensive Evaluation

As market competition continues to intensify, more and more enterprises have empowered their own salespeople. And managers in enterprises are more concerned with the issues how they determine whether salespeople in enterprises suit to be empowered and how they evaluate salespeoplepsilas empowerment readiness. This paper establishes index system of salespeoplepsilas empowerment readiness in enterprises, uses analytic hierarchy process to determine the weight of each level index, establishes the fuzzy comprehensive evaluation model of salespeoplepsilas empowerment readiness in enterprises, finally the case study shows that it is reasonable and credible to evaluate salespeoplepsilas empowerment readiness with analytic hierarchy process and fuzzy comprehensive evaluation.

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2008 International Seminar on Future Information Technology and Management Engineering

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