The Design Of Salary Scheme For HILTI China Marketing Headquarter Sales Team

The study object of this dissertation is HILTI (China) Marketing Organization, which is a wholly owned foreign enterprise and located in Shanghai Caohejing Hi-tech Development District. The introductive paragraph introduces the study background and the issues, the purpose and meaning of the study as well as the content and frame of the dissertation.At first, the author elaborates the Compensation Motivation Theory, Principal-agent Theory and Efficiency Wage Theory. Secondly, the author describes the existing situation of HILTI Group and China Marketing Organization business strategy, org-chart and human resources allocation strategy. Meanwhile, the author respectively states current sales pay scheme, their advantage and disadvantage of Technical Sales Representative, Field Engineer and Sales Manager as well. And then, by combining with market salary survey data, HILTI Global Employee Opinion Survey results, Motivation theory, Principal-agent Theory and Efficient Wage Theory, the author redesigns the salary structure for sales team. Finally, the author illustrates the communication scenario and the evaluation method.The last segment summarizes the major outputs of this study which is to design sales force compensation system based on and salary philosophy of "pay for performance". The author also expressed the innovation of this dissertation is to design the sales force incentive system according to the company culture of western multinational company and the business strategy of HILTI (China) Market Headquarters, which supports the company sales strategy effectively. Finally, the author wraps up the study limitation and the next study direction.