Research On The Motivation Plans Of Sales Staff In C Company

In market economy,the survival and development of enterprises rely on sales to bring profits.By the accumulation of capital,enterprises can survive in the fierce market competition,and then grow and develop.Owing to national policies' encouragement and support recently,company C,as a high-tech enterprise researching?developing and selling ICs,has got expanded.The sales have got rapid growth while the company's sales department increased.Meanwhile the system and excitation programs of sales department are not updated with the company's development.The existing sales excitation program is simple material excitation,scarcely spiritual excitation.And only the sales managers were inspired,ignoring the excitation for sales assistant.Problem appears that incentive effect is less than expected.In the existing sales excitation policy,the company's sales managers keep low enthusiasm for selling while sales assistant are irresponsible.The existing sales excitation policy failed to meet the company's current development needs.To change this situation,we need a more scientific and reasonable sales excitation policy.Based on the theory of excitation theory,learned the main ways of sales excitation domestic and foreign,this paper analysis the reason why company C's existing sales excitation program failed: some policies are not fair for old and new sales managers?some are not aimed to promote the sales of new product and the general excitation effect for the entire team is not obvious.Aimed at the company's development?gathering the sales department and encouraging the sales staff,this paper proposed new specific optimized policies.The new excitation policies emphasize distribution fairness,especially the fairness of distribution principles between new and old sales managers.New sales staff excitation program more emphasis on continuity and guidance,so that the effect of incentives is significant and last longer,and the guidance of incentives more clearly.The new sales staff excitation program incentive covers widely,not only for the company's sales manager,but also for sales assistant.The company's entire sales department is excited.Based on the situation of company C,this paper creatively put forward the system of dual responsibility.It means the maintenance of customers is not a single sales manager's responsibility.This allows the ownership of the customer reasonably and moderately altering between sales managers.The alteration is not only re-allocation of the commission,but also arouses the sales managers' awareness of competition of high-quality customers.In this way,the company not only strengthened the management of sales managers,but also strengthened the control of customers.This paper proposed reasonable program of commission issuing,which keeps the excitation longer,and keeps the sales manager's paying more attention to the long-term arrears and eventually reduce the company's bad debts.Of course,a company's system and policy is to match the company's current development status in every stage.The new excitation policies are not always suitable for the company's development requirements.As the company develops,the policies this article proposed also need to re-adjust.