The Incentive System Design Of The Sales Staff About The First Company Of China Eighth Engineering Bureau Ltd.

Construction industry has always been one of the four cornerstones in China, which plays an important role in the develop of national economy, especially in the next twenty years.Our government will make more investment in fixed assets, such as , the capital construction, technology upgrading, real estate, etc., the process for China's urbanization has been further paced up,the development strategy for West Regions and old industrial bases in Northeast China has been implemented ,and the reform of investment system for Pearl river Delta and areas surrounding the Bo Sea ,etc. All the situations above provide the development of the markets for construction with a broad space.As a large state-owned enterprise, The First Company Of China Eighth Engineering Bureau Ltd., shorter for BY company is a whole-contract construction company, which plays an important role in investment strategy of the government. This investment strategy of the government brings opportunities to BY company, undoubtedly.With the rapid development of construction enterprises, There were more than 200 domestic construction enterprises above Grade I and several thousand domestic construction enterprises at Grade I ,which means the competition gets fierce. It is a rivalry to win over people . Compared with the public-run enterprises with nimble system,there are many harmful effects that hamper their second development in state owned enterprises, such as the surplus human resources, the irrational human structure, the little efects on the measure of encourage workers,the workers' low satisfaction,etc. How to adapt useful incentive measures to bring salesman'initiative into full play and work with a creative spirit to meet the objectives for the company's development,which is an important HR subject of BY company.Several incentive and restraining mechanism has been used for salesman in BY company.But inspire with loaves and fishes was the most important measure and scienticfic and effective mechanism has not been found. Drawbacks,such as decentralized incentive structure, monotonous incentive measures , low incentive contents disparities ,etc. ,are common in BY company. On the basis of academic research and incentive needs of the the sales staff,this paper uses a method of combining theory with practice to find out the problem of the present incentive system .After researching the characteristic of BY company and the state of its salesman,and according to regional characteristic and the different demands of the various layers ,this text builds up the multi-motivation system for the various layers of salesman ,from perspectives ,such as the performance management encourage, the salary and welfare encourage, the trains encourage ,the career development encourage,enterprise culture encourage,etc.,and expatiates on the designing principle, implement measures , the instructions and safeguard measures for implement.This system is designed directed mainly at the actual conditions of BY company,whose innovation is the industry it represents and the staff it used for.Because the salesman of construction company who promotes their enterprise not finished products ,which is different from salesman selling commom products,and there are little incentive system designed for this special group in former text.Further more, this text builds up the multi-motivation system for the various layers of salesman,which is not only useful for a great practical significance to bring and excite the salesman's enthusiasm, initiative but also useful for other state-ownd construction enterprises to learn.