The Research Of Sales Staff Incentive Mechanism Optimization In AD Company

Along with China’s reform and opening up 30 years ago, great changes have taken place in China’s economy sector, foreign trade enterprises have sprung up. As a trading company specializing in plastic raw materials, AD Company has enjoyed an increasing sales volume because of its unique technical advantages. However, compared with the high-speed development of the whole industry, AD Company has relatively slow development rate and low market share. Therefore, how to improve the level of the company in the industry market competition, and sales volume has become an urgent matter.As we all know that under a changeable business environment and customer demand intensively personalized market, the performance of salesperson of a company has become a direct core element to the survival and development of a company. Sales staff’s effort in realizing the value of the company’s products in the market is the mainstay to generate profits for the company, which is also regarded as the lifeline of an enterprise. So how to retain good salesperson, motivate their initiative in working, thus creating maximum value for the enterprise, and how to develop a incentive system for salesperson, has become a concerning matter to each enterprise and operators.Based on relevant incentive theory for salesperson, this essay has combined subsistent circumstances of AD Comapny like inability to keep up with the development trend of this sector, comparatively low initiative of the salesperson and insufficient in executing, and thus extracted 22 elements that may influence the needs of employees. Though methods like semi-structured questionnaires, case studies, an in-depth study was conducted on the degree of the importance and satisfaction to the elements of salesperson’s needs. According to the comparison of degree of needs and satisfaction,7 main items that need to be improved for salesperson incentive system are concluded, which includes study and training opportunities provided for salesperson by the company, reasonable salary structure, distinct career planning, reasonable performance evaluation management mechanism, fair compensation and multiformity of the reward and chances to get promoted. Finally, the result of the investigation is now summarized to the following three aspects:performance appraisal, to learning and development, compensation system, suggestions to optimize the incentive mechanism of AD company for salesperson is also raised accordingly. Analysis on conclusion, deficiencies and prospects of this research is presented at the end of this paper.To sum up, this paper combines specific condition of AD company and related incentive theory for salesperson, and worked out a series of scientific and reasonable and feasible effective sales staff incentive policy in order to excavate the potential of employees, to improve the cohesion between the team members, encourage the advanced, urge the backward, so as to strengthen the competitiveness and enable a stable development of the AD company.