Study On The Mode Of Incentive Compensation Of Sales Force

In the market-directed economy system, the value of existence of an enterprise depends on whether it can provide the customers with commodities and services that can satisfy their requirement effectively, and sales force are the important bond between enterprises and customers. In addition to accurate market position and survey, and providing the competitive commodities for the consumers, it is a target for each enterprise to possess a sales corps that has high level of competence,efficiency and fighting will, and a focal point of the enterprise management is how to stimulate the sales corps to be high-efficiency performance. Whether it can motivate the sales personnel's vitality and improve their meritorious deeds, and prevent effectively the problem of low efficiency of sales work and high flow of personnel, one hinge is to provide a completed and rational compensation system that is competent outside and equitable inside.In recent years, we see many enterprises have been in progressing of salary reform to adapt the requirement of continuous development of the economy circumstances. However, without abundant integration of its own reality, it is always constructed by copying the successful cases, and the motivation and effect of compensation falls short of a requirement. Drawing lessons from ordinary compensation theories and research literatures in the past, this paper appraises and analyzes the pros and cons of existing compensation mode, and analyzes Company A practically. Following the thought to find problems, analyze problems and solute prombles, it redesigns the compensation mode of sales force, which is hoped to provide rererence for other enterprises.