業務單位運用團隊提高績效---成功的關鍵因素

The critical factors to promote performance in Sales team

黃語華(Yu-Yua Huang)

指導教授 ： 李弘暉

元智大學/管理學院/管理研究所/碩士(2009年)

摘要

近年來企業在面臨高競爭時，如何大幅提升業務團隊的銷售能力， 已成為當前企業成功與否的重要關鍵指標。複製頂尖績效業務團隊的成功模式，幫助績效平平的業務單位團隊更上一層樓。
愈來愈多的業務單位逐漸透過團隊將能有效地提高組織效率，達成組織的目標。團隊形式可提供有效的方法協助團隊解決問題、增加員工對該團隊的認同感、並提高員工的工作潛能、迅速回應環境變遷與滿足顧客的需求的工作型態。是故業務團隊漸漸廣為利用，為完成團隊目標，增加團隊效能及提高生產力。
本研究是以企業的業務單位為對象，主要在於研究企業的業務部門運用團隊提高績效的關鍵因素，在研究的架構當中，透過文獻資料蒐集與訪談，歸納出「人力資本」、「團隊的形成與運作」、「領導者的領導風格」、「團隊情感的建立」、「團隊共同目標」、「目標管理」等六項因素為提高團隊績效的關鍵因素。

關鍵字

人力資本、團隊績效、目標管理

並列摘要

How to promote sales ability extensively became the critical index to the success of current enterprises under serious competition in recent years. To duplicate the successful mode of top sales team and transform the inferior team to promote.

Gradually, thanks to the team work more and more sales teams improve efficiency highly to reach the team target. The team work organization provides the efficacious solution to solve the problem and create the mutual vision interiorly. In the same time, team work to promote the potential of team members against the rapidly changing of market and to satisfy the requirement of clients. Eventually, the team work operation in sales has been applied widely to complete the target as well as to promote the efficiency and productivity of team.

This study is based on sales team of enterprises and major in critical factors of team work to promote performance. Refer to various documents and interview with different leader, herewith to conclude the 6 key factors to success the promotion of team efficiency. There are manpower, the formation and operation of team, the leadership, the emotion of team, the mutual vision of team and the management of objectives.

並列關鍵字

manpower, management of objectives

參考文獻

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8. 賈春琦（民88）。團隊型組織在國民中學學校行政應用之研究。

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