SJ Real Estate Company Sales Staff Incentive Mechanism Research

The survival and development of enterprises depends on excellent talent. How to attract talents, keeping and promoting talents, used for the enterprise, has becoming important issues for the enterprise development to think about. The emergence of the incentive system to solve this problem is the most effective means.SJ real estate company is engaged in the sale of real estate enterprise, An active and creative sales force has been the drive leading the company to rapid expansion since its establishment years ago. However, with the development of the enterprise, monotonous and incomplete stimulation policy has lost the attraction to the sales personnel. Their enthusiasm for working went down, and many resignations were handed in. It becomes the first factor that restricts the increase of sales volume, furthermore threats the development of the whole company. Under these circumstances, it is urgent need for SJ real estate company to study out effective stimulation policies to fully mobilize the sales personnel’s working enthusiasm and fully bring their potential into play which can contribute to the survival and development of the company.This paper presents the existing problems in the current stimulation policies through analyzing the demands of the sales personnel and how much they are fulfilled at present based on the demand investigation carried out in Talent SJ combined with basic theory of stimulation. According to related stimulation theories and referring to some experience from other enterprises, a pertinent stimulation policy was presented based on problem analysis. That is setting up the developmental stimulation system surrounding career planning, improving the material stimulation system focusing on compensation and reward, establishing the spiritual stimulation system aiming to satisfying the psychological needs.A stimulation policy based on the demands of the sales personnel was made out in this paper by adopting theory linking practice method. That policy is closely related with the company and suitable for operation. It will greatly mobilize the sales personnel’s work enthusiasm, enhance marketing and sales strength of the company and contribute for the long-term development of the company.