Mary Kay Company's Incentive Programs For Study

Chinese direct marketing industry has made considerable development no matter in market subject, market share, or in government regulation etc.《Regulations of Direct Marketing》was carried out in 2005, which surely will greatly promote the development of direct marketing.The success of direct marketing owes much to its sales force. Then, the problem is how to motivate the sales force effectively? An ideal motivation plan overseas may not adapt itself to China. And this is the focus of this thesis: the motivation of sales force in direct marketing industry of China. Also, a famous direct marketing company called Mary kay Inc. is cited as the case in the thesis.There are five chapters altogether in this thesis. The first chapter is foreword. It explained the research background and the research approaches.The second chapter is the management foundation of motivation. And this chapter is made up of the following sub-chapters: (1) introduce the motivation process model;(2) Analyze the motivation theories involved in this thesis.The third chapter mainly deals with the motivation plan of sales force in Mary kay Inc.. It analyzed the plan at length and pointed out the shortcomings of the plan.The fourth chapter puts forward some suggestions about optimizing the motivation plan in Mary kay Inc.. Based on the analysis of need motives of sales force, it made out a complete plan for motivating the sales force in Mary kay Inc..The last chapter concentrates on carrying out the new designed plan effectively. This chapter consists of four sub-chapters :(1) training mechanism;(2) enterprise culture advertising;(3) feedback system and (4)management of the leaders.The motivation of sales force in direct marketing industry is a brand-new field. We should go on step by step according to the national conditions and special conditions of the different companies to promote the development of this industry.