At Chengdu Branch Sales Staff Incentive Mechanism

AT is a domestic company that manufactures welding equipment and industrial inspection instruments, and AT Chengdu Branch is its sales type branch in the region of Sichuan. This branch is responsible for essential tasks such as development of market, sale of products, collection and feedback of information for its parent company in the region of Sichuan; faced with the competition situation that is serious and complex in this region, AT Chengdu Branch finds it is not so easy to motivate its employees to maintain their inspiring morale, work hard and uplift their performances in a grimly competitive environment. Based on the research of others on the subject of motivation, this article, focus on analysis of the employees in AT Chengdu Branch and its motivation mechanism, points out the problems that presently relates to employee motivation in AT Chengdu Branch, comes up with a diagram showing its employee motivation mechanism, and puts forward a concrete solution addressing the existing problems.During studying and analyzing AT Chengdu Branch, this article has based on classical theories on motivation, referred to the research of scholars both at home and abroad on the motivation factors in respect of sales staff, investigated the needs and degrees of satisfaction of the sales staff in AT Chengdu Branch, and analyzed its ongoing motivation mechanism, to point out its existing problems associated with motivation of sales staff. This article establishes and clarifies a motivation mechanism for sales staff in AT Chengdu Branch, following the work process of the sales staff, starting from setting up individual objectives, relying on sales meetings, performance appraisal, fulfilled compensation and degree of satisfaction and alternating with training and communication throughout the process. Pursuant to said diagram, it puts forward a comprehensive and specific solution from such six aspects as setting up individual sale objectives, implementing composite rules on compensation and benefits, providing assistance in planning career development, offering employee training plans, holding periodical sales meetings and creating corporate culture specific to this Chengdu Branch. In addition, it stresses employee motivation as a regular job, which runs through the administration work; in the meanwhile, as employee motivation is also dynamic and personalized, the management shall have in hand employees' mental state at any time, establish an unblocked communication mechanism, make the best of spiritual means of motivation to fully and duly motivate the sales staff by not only meeting their need for materials but also satisfying their eagerness for improving their competence, surpassing themselves and obtaining recognition and achievement, so as to realize superior performances and yield a win-win for both employees and the company.The subject of employee motivation in AT Chengdu Branch discussed in this article aims at sales staff, and, as it exhibits the process that motivation acts in the administration work, can be referred to by a majority of small and medium-sized burgeoning enterprises in our country.