Research On Salesmen Total Compensation Management

Sales management is an important part of enterprise management. Whether the productivity of the salesmen can been inspired has a direct impact on the efficiency of the enterprise. And the salesmen compensation management is one of the important strategic tasks in the sales management of the enterprise. However, the uniqueness of the salesmen' s work makes the salesmen compensation management a great challenge to accomplish. As a result, it is of great significance to establish a competitive compensation system specialized for the salesmen. Based on the thought of Total Compensation, this thesis conducts research on the establishment of the Salesmen Total Compensation Management Architecture in the enterprise, and relative theories, principles, and methodologies. A case study is carried on to analyze the practice process.The thesis consists of four parts:First, the thesis will introduce the state of art of the research on Total Compensation. The basic thinking of Total Compensation will be presented. Through the Theory of Motivation, analysis on the essential, characteristics, and the influential factors to the practice of Total Compensation will be given.Then, the particularity of the salesmen' s work is discussed, which is followed by the analysis on the status of the salesmen compensation management. Existed problems and difficulties will be found. Based on the above analysis, solution to these problems will be suggested: the Salesmen Total Compensation Management.After that, the thesis focuses on the influential factors to theSalesmen Total Compensation Management Architecture, which will then be established, with consideration of the particularity of the salesmen' s work. Principles and methods of the practice of this architecture will be generalized. This content forms the main part of the theoretical research in the thesis.Finally, a case study on the compensation system reformation in XH Company, a stateowned company, is given. Based on the status and existed problems of the compensation management before the reformation, with the use of the methodologies and strategies obtained in the thesis, we design the Salesmen Total Compensation Management Architecture for the Company. Experience and revelation is gained through the practice process.The innovation of this thesis is as follow: On one hand, the thesis implements the thought of Total Compensation in the enterprise salesmen compensation management. The spirit of Total Compensation is taken as the theoretical basis and guidance for the formation of compensation strategy, the establishment of compensation allocation principles, the design of compensation system, and the practice of the compensation management. In this way, an effective solution to the main problems existed in the salesmen compensation management is provided. On the hand, through the research on the establishment of the Salesmen Total Compensation Management Architecture, the essential of Total Compensation is deepened, and the theory of the Total Compensation is concretized. This will be hopefully valuable to the practice of Total Compensation Management in modern enterprises.