Research On Incentive Mode Of Salesman In Enterprise And Its Result Verification From The Vocational Development Perspective

As the main body of saleroom, salesmen are directly related to whether or not an enterprise can get success in competition. How to drive them more effectively draws more and more people's attention. However, there are many problems at present in practice concerning the motivation of salesmen. A principal reason lies in the fact that there is no driving mode designed for salesmen. Since the professional characteristics of salesmen are quite different from those of other employees of an enterprise, the traditional driving mode is not applicable to the salesmen. In order to solve the problems concerning motivation and constitute an efficient driving system, a driving mode special for salesmen should be created. In addition, there are many problems and limitations in theory or in practice about the effectiveness evaluation of the driving mode designed for salesmen. Therefore, it is full of realistic significance and research value to help enterprises evaluate the driving effectiveness.The author makes a research on sales motivation by using such methods as system analysis, simulation modeling, quantitative analysis and empirical approach.This article has two main lines to follow. The first one analyzes incentive goals, incentive tactics and incentive guarding measures in depth on the basis of the classical motivation theories. The second one takes the driving goals and rules of the model designing as well as the universality of salesmen into consideration, the discussion is held on the topic of four developing stages of salesmen which include Introduction, Growth, Maturity and Decline. Accordingly, the corresponding measures and driving tactics are discussed in the light of their characteristics and demands during these stages. During the first period—Introduction, the key points of driving should be the encouragement of the sense of value, modeling, emotion, and training. In the next phase—Growth, the priority of driving should be the sales competition, respect, goals and team work. In the third phase—Maturity, the priority of driving should be the reputation, authorization, promotion and job enrichment. When it comes to the last part—Decline, the emphasis of driving should be focused on the encouragement of achievement, shareholding, democracy and together with the participation of management. And then we take HL Group as an example to analyze the developing stages and evaluate the driving effectiveness of salesmen.