The Rusource Of Salesman's Compensation Management Under The Perspective Of Dual Contract

With the development of market economy, enterprises of china have gradually established the concept of marketing. Sales increasingly play an important role in the enterprise. Establishing a professional sales group is particularly important for the survival and development of each enterprise. However, there are still many problems of salesman management, such as instability, the liquidity, high rate of turnover. To solve these problems, this article proposes to explore the psychological contract and labor contracts' role and significant in the organization's Compensation Management on the basis of rich current psychological contract theory and practice. The article analyzed the correlation between dual contract and compensation management, using the methods of questionnaire survey, data processing and analysis and so on. The article also made a empirical research of the relations of labor contracts, psychological contracts, and sales peoples'compensation satisfaction, based on which we proposed the compensation management model and specific measures for salesman compensation management through effective dual contracts management. So enterprises will enhance the pay satisfaction and loyalty, to attract and retain good sales people. This study carried out a certain degree of expansion with similar studies and provided a certain amount of learning and reference for enterprise managers to manage sale people and corporate.