A Research Of Incentive Compensation For Customer Manager

Incentive compensation has always been one of the core issues in human resource management. It is a holistic strategic choice which includes corporate pay system, performance appraisal and personnel management. Incentive compensation is aimed to make the selected strategy match the strategic objective of the company so as to promote corporate profit and development.The Central Air-Conditioning Marketing Department in Company H undertakes the function of B2C channel and sells products to customers directly. The core position in this department is the customer manager, who is responsible for designing the product sales program and maintaining customer relationships. So in this article, we want to solve the problem how to design the incentive compensation for the customer manager, how to stimulate the manager’s enthusiasm and how to implement the incentive policy. Through the analysis, we know that the central air-conditioning industry is now rapidly developing.However, restricted by corporate culture, organizational structure and compensation mode, the problem of "egalitarianism" exists in the pay system of Central Air-Conditioning Marketing Department, which does no good to motivating the salesman. As a result, there is a high turnover rate of managers of good performance and talented people are not willing to join the department, thus making the whole department troubled by the problems of bureaucratization and seniority. So, it is good for improving the competitiveness of company H by promoting corporate culture, reforming organizational structure, establishing a performance-oriented compensation mode and implementing long-term incentive plan for customer managers of high performances and other measures, which will help re-energize the working enthusiasm of the customer mangers in the department.The reform of pay system of Central Air-Conditioning Marketing Department in Company is related to various factors. Series of policies and measures need to be optimized during the practice to adapt to the changing market environment and corporate strategy. Therefore, the reform of salary incentive is a long-term process of adjustment.