Study On Incentive Mechanism Of Sales In AkzoNobel Swire Paints(Guangzhou)LTD

In the market environment is complex and changeable, business competition is fierce day by day, can effectively the sales staff unite closely around the company sales target, through the sales personnel practice the purpose of Achieve Inc, is a crucial factor to the success of enterprise. Sales staff to create sales and profit, is the important guarantee of the sustainable development of enterprises. Therefore, how to scientifically formulating incentive system, stabling sales team, keeping the excellent sales staff. motivating the sales team, many enterprises and managers pay great attention to the problems. Starting from the study of incentive mechanism and process, combined with the characteristics and requirements of coatings sales personnel, according to the classical incentive theory, systematically expounds the design principles of incentive system of the company, the elements and process, and the conduct of research and the adjustment of the existing incentive system, in order to better motivate the sales team work enthusiasm.In this paper, first of all be concise and to the point elaborates the main method of Maslow’s hierarchy of needs in the classic incentive theory and salespersons, and provide theoretical basis of incentive alignment of AkzoNobel Swire Paints (GuangZhou) Co. Ltd. Then introduced the basic situation of the company, through the form of questionnaire demand characteristics of the sales staff analysis, to analyze and summarize the current compensation mechanism, promotion mechanism, performance appraisal and training sales staff from the perspective of development. Then the incentive status and problems in the background, bases on motivation theory, put forward the corresponding improvement measures sic aspects of management, sales target evaluation, salary and welfare, occupation development, training and enterprise culture construction. Finally, provide some recommendations to the specific implementation of the above measures.The sales staff is the core component of coatings enterprises, they play a connecting function, is a bridge between consumers and products, but their conditions and treatment is not be good. To improve the sales staff. to stimulate their enthusiasm for work, help to get more market share and profits. The author through the combination of theory and practice, to the company incentive measures proposed sales targets of SMART management, and establish a fair and equitable evaluation, salary incentive optimization, multi-channel and multi-level occupation development and establish a people-oriented corporate culture. These measures have a strong practical significance, can effectively stimulate staff initiative. creativity, enhance the company’s marketing strength, and make a positive contribution to the sustainable development of the company.