Incentive Pay Of Sales Staff

Salespersons directly realize the value of products on the market and control the economic blood of a company. So they are the most important human resource of a company. How to motivate salespersons effectively is the same problem that many company faced with. While compensation mechanism is the key of motivation. Therefore, how to establish an effective compensation mechanism for salespersons became the core of human resource motivation of a company. The thesis based on motivation theories, combined with sales management and compensation management theories, together with reality of sales force management analyzed the key motivator of compensation for salespersons----incentive schemes and their application in company management.Chapter one point out the problem, the value and objective of the study firstly. Then it based on many research resources from both China and overseas, compiled research resources relative to compensation motivation for salespersons and gave a while description. Lastly it introduced the main points and research method.Chapter two separate motivation theory in two categories: Content theories of motivation (Hierarchy of needs theory, Motivation-hygiene theory, Three-needs theory) and Process theories of motivation (Expectancy theory, Equity theory, Reinforcement theory). Then it based on motivation theory, combined with working reality of salespersons, explain the application of all kinds of motivation theory in compensation mechanism for salespersons motivation.Chapter three gave a definition and job description of salespersons. Then it gave a definition of compensation mechanism, explain the motivating effect and composition of compensation. Based on the definition of generalized compensation, it focused on the vital important motivator----direct monetary compensation, then analyzed four...