The Research On The Management Of Enterprises Sales Staff's Abnormal Flow Under The Contingency Theory

In the 21st century which is changeable, it is very important for enterprises to choose the most suitable managerial approach in the different circumstances. Human resources management must be able to guarantee the quality, stability, development, and competitive of staff as one of the most important management. However, much enterprise has been highly influenced by staff s abnormal flow, especially the sales staff who represent enterprise image as the bridge between enterprise and customer has been the largest group whose abnormal flow is frequently. The abnormal flow of sales staff increases the difficulty of human resource management; more greatly influences the enterprise's image and development.As a management theory origin in the 1960s, the ideal how to choose the best management methods according to the specific situation which Contingency Theory advocates can play a very important role in the enterprise management today. The author tried to explore the enterprise sales staff s abnormal flow management using this theory with specific cases, in order to provide more management ideas for enterprises sales staff.This paper summarizes the Contingency Theory from two aspects which are basic meaning and theoretical framework, and analyzes the three kinds of phenomena that sales staff' s abnormal inflow, abnormal outflow and abnormal flow in the enterprises, and the damage of sales staff s abnormal flow. Then on the foundation of these, it analyzes the reasons of sales staff's abnormal flow under the perspective of Contingency Theory from three aspects that external environment, internal environment and unmerited Human resources management. The author believes that sales staff' s abnormal has a great relationship with the internal and external environment, but it is mainly because of the poor human resources management.Through my research, this paper has built a healthy flow of sales strategies to the basic concept of contingency theory as a starting point. The author believes that to effectively manage the sales staff s abnormal of enterprises, we can start from three aspects, which are making an appropriate corporate global development plan, building a contingent organizational structure model, and exploring the contingency management approach of sales staff, in order to achieve enterprises sales management optimization.