Analysis And Countermeasure Research On The Salary Incentive Problem Of Automobile Sales Personnel Of Company A

Automobile salespersons,the direct creators of profits and the most important human resource of car sales company,play an important role in the development of automobile enterprise.However,a common problem many enterprises faced with is how to motivate auto salespersons effectively.The key factor to motivation is salary,and stimulating auto salespersons effectively through salary motivation is the core of enterprise incentive.Guided by the auto salesperson compensation mode and based on relevant incentive theories,this research diagnoses the main problems existed in A Company concerning its auto salesperson salary motivation.The problems mainly include:the salary structure of auto salespersons is not reasonable,the salary level is not competitive,performance appraisal is not scientific,the sales commission plan needs to be optimized,and they have no long-term incentive factors,etc.These problems have greatly hindered the development of the company.Based on the above analysis of these problems,this research proposes six strategies to improve the salary incentive:(1)to better the pay structure,(2)to raise the salary level,(3)to establish a scientific performance appraisal system,(4)to optimize the sales commission scheme,(5)to increase the long-term incentive factors,and(6)to adopt mobile CRM management platform.This part is designed carefully by the researchers and modified gradually with A Company sales department.Applying the compensation and motivation theories to the target enterprise practice is a helpful attempt,which is hopefully appropriate for A Company.This research can be divided into six chapters:Chapter One is the introduction of this research;Chapter Two introduces some salary incentive theories related to salesperson;Chapter Three introduces auto salespersons of A Company and the present situation of salary incentive to auto salespersons;Chapter Four analyzes the salary incentive problems of A Company;Chapter Five proposes some improvement strategies to address the problems about A Company auto salesperson salary incentive;and Chapter six is the conclusion of the research.