A Study On The Incentive Problem Of Sales Personnel In

Motivation is a very important function for the modern management, which is a core problem of people-centered management thoughts. With the advent of the era of knowledge economy, the role of human capital is more and more important, how to motivate employees especially for the sale person, make its better performance, create greater benefits for the company, is the enterprise managers are concerned about.Company sales staff is regarded as the company’s lifeline, is a mainstay of the create benefits for the company, is also one of the most important resource of company. In this context, the company sales work is more important. Sales is one of the most important work in the company, is also a challenging and creative work, compared with other positions. Sales jobs provides a good opportunity to those who want to be able to work independence and freedom. Sales is a very attractive job. But in fact many companies are faced with the decline in sales turnover rate and leading a low performance. In the 21 st century, accompanied by a narrow product diversity and the international domestic market competition, developing new customers become harder and harder. To complete the task of product sales is a difficult task, therefore, how to effectively motivate sales staff to create more performance, will become one of the key factors of the company long-term development. There are so many ways to motivate employees, a company is, as a rapidly developing medium-sized companies, always in the exploration and improvement of incentive system on the understanding of the importance of the sales staff and improvement of incentives. Limited to my ability, this paper mainly analysis A company’s problem in salary and promotion system. This paper will divided into five chapters: first chapter is the introduction, first of all, this paper mainly introduces research background and research significance of this article. Secondly, It introduces the research method, introduce the basic framework of research and research innovation and deficiency. Second chapter is the theory foundation, both at home and abroad for sales incentive problems related research literature review, elaborated profoundly the sales department staff and other department staff incentive strategy, difficulty and importance.Brief introduction of incentive theory; Third chapter is the analysis for the existing sales incentive of A company, Brief introduction of A company, introduction of the sales people condition of A company, the introduction of the sales condition and the analysis for the existing incentive policy. Based on the review for the people left company, through the satisfaction review to the sales person, I conclude the problem of A company in the incentive factor is in the salary and promotion system. The fourth chapter is specific solution to solve the incentive problem of A company. Based on previous research, it designs a specific solution and point out the difficulties, meanwhile to point out the method. Finally points out that the implementation of the new steps and methods in order to achieve stable sales team, motivate the sales team, create high performance sales team. The fifth chapter conclusion and prospected.Full text writing attaches great importance to the combination of theory with practice. In a clear positioning A company sales staff salary and promotion on the basis of the incentive problems of the comprehensive incentive theory at home and abroad for reference, according to select the most appropriate business management thought, in the most practical effect for the purpose, improve the incentive problem. In the process of continuous improvement of incentive problem, the management need to increase more interaction and communication with sales staff. The company should make comprehensive consideration for the satisfaction survey results, try to meet the interests of the overwhelming majority of people so as to form the improved scheme. Because of the limitation of company scale and resources in the scheme of improvement, also the lack of scientific and systemic, the company still need to further improve the system, at the same time, the management of a company is a process with the change of enterprise management environment constantly. therefore, need to constantly perfect the incentive system, and this idea will always accompany the whole process of enterprise motivation system to improve and perfect.