The Research Of Incentive System For Sales Staff In ZA China

Sales staff plays the role of the main force during the development of SMEs. They are the most precious wealth of small and medium enterprises. In the current complicated economic situation, we need to apply scientific theories and methods, combined with the actual situation of enterprises to establish and improve sales staff incentive mechanism. The purpose is to stabilize the sales force, give full play to sales staff motivation, and enhance the core competitiveness. This is the most important guarantee of long-term sustainability for SMEs.The subject of study is ZA Company’s sales staff incentive mechanism. We invested the incentive theory and theory of motivation in the domestic sales of practical application. We analyzed the ZA sales staff performance appraisal system and the existing incentives status through interviews and surveys. We found out the problems and the causes of these problems. On this basis, we analyzed the model of excitation occurring step by step, and provide the suggestion about the design principles, improvement contents, and practical application of ZA Company’s sales staff incentive mechanism. The updated incentive mechanism included performance appraisal, compensation and benefits, training and career planning. The outcome is satisfied till now.The summary of study is that the sales staff incentive mechanism must be established on the basis of management by objectives. During the operation process, we need to consider the implementation of the principle of fairness. Considering different company situations, humanity and variety are also the key points to build the sales staff incentives. As a research subject, ZA Company is a developing small and medium enterprise. For similar background SMEs, this study could provide some incentive design ideas based on resource-limited situation.