Research On The Motivation System Of Lanyan Company's Salespeople

Human resources management is the key part in the management and holds the balance in the whole management practice. The most important part in the human resources management is motivation. Through a series of motivation activities, it will make the company staff reaching the purpose of finding the questions, thinking the questions and solving the questions actively. At present, Lanyan company met the unprecedented bewilderment and challenge: The rewards increasing every year but the salespersons still complained and groused everywhere. The training is increasing, but the enthusiasm was still falling. The company paid great attention on the development and programming of the salespersons' occupation career, but the excellent salespersons still leave their job. The salespersons question that Lanyan company as the internal leading company of the low voltage constructive electric appliance industry has faced, is the epitome of the common question that all the electric & apparatus industry and industries have faced. How to inspirit the salespersons and improve their enthusiasm has become the exigency question in Lanyan company as well as the whole low voltage constructive electric appliance industry.This article started with the theory of motivation, and introduced the development of the motivation theory investigation at home and abroad. With Combination of the development trend of the motivation theory, especially the trend which the psychology was applying into the management without intermission, this article attempted to apply Freud's psychoanalysis into the salespersons' motivation management. It analyzed the motivation actuality of the salespersons in Lanyan company in the round. It designed all around the aspect of the salespersons' matter and spirit motivation linking to the actual conditions of the company.At the aspect of the salespersons materials excitation, this article made the detailed analysis for the salespersons sort and locality region discrepancy in combination of the industries and concrete conditions of the company. It has established the assessing salary and rewards program for all classes of the salespersons, including section managers, all the office director, engineering salespersons, channel salespersons, production commissioners and marketing extension workers. At the aspect of spirit motivation, after discussing the jointing point of the Confucian Culture and sales motivation, this article has proposed a set of program which has combine the traditional salespersons spirit motivation with the Confucian Culture on the basis of analyzing the questions and current spiritmotivation measures of Lanyan company.Through analyzing the causes of the excitation & impetus shortage, combining the specific conditions, it has found the effective inspiring system & solving programming, I believe it will make the reference signification for the salespersons management in the whole low voltage apparatus construction industry. Meanwhile, because of the bases of construction industry and the questions referring to the common question of the low voltage constructive electric appliance industry on the aspect of salespersons management, it is believed that this article will make the reference significance for the low voltage constructive electric appliance industry improving the sales management. The Confucian Culture education & training for the salespersons can help them to establish the effective valuable system. Consequently, the Confucian Culture values internalized the values of the employees in aid of establishing the heart value in the center of honor men' kindheartedness as well as stabilization and easiness. It will come to the purpose of inspiring the employees. The idea of applying Confucian Culture to the salespersons will make the certain promotion effect for the development of the sales management.