Incentive Mechanism Research For Sales Manager Of SK’s Branch Offices

Markets are the battlefront of the home appliance makers. The capacity of the sales team is the key factor which determines the fate of an enterprise. An appropriate incentive mechanism is badly needed so as to drive the sales managers to build their teams and lead them to sales success.This article selects company SK as the study objective, which is one of the domestic kitchen industry benchmarking enterprises. Company SK completed operating activities through sales offices in various regions of the country. There are five kinds of incentive mechanism, the salesman system, management system, office manager responsibility system, agency system and mixing system. After the salesman system, SK Corporation has been in a decline in sales volume, market position and profits. The author studied the various mechanisms, analyze the reasons for failure of incentives.The author compared the industry benchmark for enterprise, learn from the successfully experience. Building appropriate incentive scheme on the basis of market and sales staff conditions research for SK corporation. The research content is as follows:To sort out and analyze the incentive mechanism; Classification of market and sales personnel; Building different incentives program of Sales Manager; Building full incentive pay grade and structure; Improving performance evaluation incentive scheme, focus on performance coaching for common development of employees and enterprises.