A Study On Influencing Factors Of Sales Staff Compensational Motivation From Private Firms

Frequent job-hopping and low efficiency are typical of salespeople in private enterprises,which has a negative impact on the competitiveness of private enterprises. Guided by Motivation Theories and upon a review of relevant literature concerning Compensational Motivation of salespeople,this essay analyses the factors influencing the Compensational Motivation of salespeople,proposes its hypothesis,and makes empirical research on the factors influencing the Compensational Motivation of salespeople in private enterprises.It is concluded in this paper that the inner consistency of the salary structure,the external competitiveness of the salary level,the fairness of the means of salary calculation,and the scientificalness of the form of payment all have positive influence on the Compensational Motivation of salespeople,especially the external competitiveness of the salary level.In addition,salespeople varying in educational backgrounds,ages,working years,positions and salary respond differently to the factors of Compensational Motivation and degree thereof.Saleswomen are relatively less responsive to the factors of Compensational Motivation and degree thereof;salespeople whose ages range from 26 to 35 are relatively more responsive to the factors of Compensational Motivation and degree thereof;the responsiveness of salespeople rises with the improvement of their educational backgrounds and positions while it declines with the their pay rise.