Small And Medium-sized Enterprise Sales Staff Incentive Research

Small and medium-sized enterprises in China’s economic and social development play a decisive role in occupy position, since the reform and opening up, small and medium enterprises in China’s economic growth and social development made enormous contribution. With the deepening of economic system reform, the market marketing activity on the survival and development of SMEs has become increasingly important, the sales staff to become the small and medium-sized enterprises in the most important human resources. How to effectively motivate sales people as in many small and medium-sized enterprises face is an important problem. Motivation is the key to the design of firewood reward system, so how to establish an effective sales staff incentive compensation becomes the enterprise staff incentive core.The extensive collection of materials on the basis, elaborated the small and medium-sized enterprise sales of existing incentive compensation mode, through the questionnaire proposed the small and medium-sized enterprise in salary incentive problems and analyze the causes, combined with sales personnel salary scheme design process, design several sales personnel salary scheme calculation the formula, proposed consummates the small and medium-sized enterprise salary incentive related countermeasure suggestion.The full text is divided into seven parts. The first part, elaborated the small and medium-sized enterprise marketing personnel incentive research meaning, put forward the research method and innovation. The second part, on the domestic and foreign enterprises sales personnel salary incentive research summarizes. The third part, the small and medium-sized enterprises are defined, and the related theory and incentive pay the theory outlined. The fourth part analyzes the small and medium-sized enterprise sales staff characteristics and its main compensation model, through the questionnaire survey on the existing problems and the reason of the problem undertook systems analysis. The fifth part elaborated the small and medium-sized enterprise sales personnel salary design principle and process, and provides several sales personnel salary scheme calculation formula. The sixth part mainly mentioned sales staff incentive problems, put forward to perfect small and medium-sized enterprise sales staff salary incentive countermeasures. The seventh part is the full text of the summary.