An Incentive Strategy Research With System Theory On Marketing Personnel Of China Unicom (D City)

With the coming of economic era, the wit and ability of an excellent worker has been recognized as a strategic resource by the company. The company focused on how to inspire the staff to accelerate the transition from product to currency for higher profits in the organization. As the marketing subject, the marketing personnel’s enthusiasm and creativity directly affect the succeed of a company in the market competition, but the motivation theories on marketing personnel in our country are not good enough, with no motivation model specially for marketing personnel, and with shortcomings such as univocal motivation, ossified reward mechanism and the lack of long term motivation etc. This will lead to the threat such as the decrease of sales performance and the high rate of outflow for marketing personnel. In this condition, it is no doubt that the research for marketing personnel’s motivation strategy is of great importance theoretically and practically.On the basis of absorbing domestic and international scholar’s research results, this paper uses such research approaches as system analysis, comparative analysis, reasoning from logic. Along the study way of “basic theories analysis-salary encouraging–spirit encouraging –knowledge and skills encouraging –work encouraging”. Launch research by the tool such as psychology, organizational behavior, game theory, information economics etc. And combine theory and practice, not only seeks to the break-through on the method in individual encourages event, but also attempts to build sales force’s comprehensive incentive mechanism.The research task of this paper in several following respects:(1) On the basis of synthesizing domestic and foreign scholar’s research results paper, Reveals the general characteristic of sales force’s demand and put forward the general course model that sales forces encourage.(2) Analyzing the defect of the form of the general salary theoretically, proves that in case of objective. Reality of external factor the general salary cannot reach the best motivation. Combing the actual conditions, paper puts forward the selling quota of optimizing.(3) This paper also builds sales force’s spirit encouraging system, and has probes into relevant, measurement that sales force synthetically encouraging schemes design.