The Improved Design Of Salary Incentive System Of JB Company

Competition among enterprises ultimately is the competition of talents. As the most essential human resource in the enterprise, marketing personnel is the one who directly interpret the market value of the products and the pillar of the economy in the enterprise. Take dairy enterprise for an instance, as a sales-based fast moving consumer goods industry, the work efficiency of the marketing personnel directly corresponds to the increase or decrease of sales volume. The important role marketing personnel played in dairy enterprise is getting more and more obvious. Therefore how to motivate the high efficiency of marketing personnel is becoming a core concern of every dairy enterprise.JB Company discussed in this paper is a regional dairy company. It ranks top7in terms of company scale and comprehensive strength among all Chinese dairy enterprises. The current marketing personnel in JB account for more than half of the company staff and their work performance is directly connected with the business performance of the Company. During its long-term development process, JB Company has attached more importance to the construction of pasture and milk source, as well as the product quality, ignoring the construction of marketing channels and the cultivation of marketing personnel. With the rapid development of the Company, JB suffers a heavy brain drain of marketing personnel and stagnated product sales, which affected the company’s development. A reasonable salary motivation system based on the characteristics of marketing personnel can largely stimulate employees’ enthusiasm and initiative and is key to the sound development of the enterprise. This paper, entitled The Improved Design of Salary Incentive System of JB Company, made a thorough discussion and research on the salary incentive methods of marketing personnel of XT Company, which is of practical value to the salary motivation system design of small dairy businesses.Firstly, the current problems in the salary models of JB Company is discussed; then with the analysis of current salary status of marketing personnel collected by questionnaire, the conclusion that most of the salesmen are discontent with their salary is reached; at last, according to the principles of fairness, incentive and competition, coupled with the company development and the position characteristics of marketing personnel of JB, the performance evaluation approach is adopted and an improvement salary model strategy is formulated and a relatively complete salary motivation system is formed. This system is conductive to keep sales staff at work, raise staffs morale and work performance and enhance the cohesiveness of enterprise. It valid for practice to improve and enhance the construction of the salary incentive system of JB company. Moreover, it also provides some implication for salary incentive improvement mechanism of marketing personnel in other fast moving consumer goods industries.