Research On The Strategy Of Motivating Foreign Trade Salespeople In H Company

In recent years,Chinese export enterprises in the field of chemicals have been very anxious with the overcapacity,environmental issues,rising prices,trade barriers and increased competition.Foreign trade salespeople have customer resources and market information,so they are the key factor for the foreign trade enterprises to maintain competitiveness and sustainable development.However,due to the limitation of company scale,financing ability,industrial influence,operation and management skills,most small and medium-sized foreign trade enterprises do not have effective incentive measures,which result in the high turnover rate of foreign trade personnel and this seriously prevents those enterprises from developing.The research object of this thesis is H company,a foreign trade private company focusing on the purchase and export of chemical products.Firstly,the thesis studies and collects information related to incentive theory through domestic and foreign literature,including how the theory is applied on employee motivation according to the prior scholars' study,which provide theoretical basis for the research of this thesis.Secondly,understand the motivation measures and existing problems of those measures implemented in the foreign trade enterprises of chemical industry,and extract the incentive elements according to the characteristics of the chemical industry and foreign trade salespeople.Then,interviews and questionnaires were conducted on H company's foreign trade salespeople.After analyzing and summarizing the results of interviews and questionnaires,it was found that the main problems in the motivation for foreign trade salespeople of H company are the lack of reasonable and fair material motivation,the solely motivation approaches,welfare without considering the needs of different personnel,lack of promotion system,differentiated training system,career planning,recognition and trust on the foreign trade salespeople.Besides,the workflow is too complex and feedback mechanism on the performance appraisal is missing.At the same time,it also extracts the main factors that can motivate H company's foreign trade salespeople,which are welfare and remuneration,learning and growth,and team atmosphere.Finally,based on the research results and incentive theory,combined with the incentive situation of other companies in the industry,the measures to improve the motivation of H company's foreign trade salespeople are put forward in terms of material incentive,spiritual incentive and environmental atmosphere incentive,as well as the guarantee system for the smooth implementation of those improvement measures.The research results of this thesis can help improve the work enthusiasm of foreign trade salespeople of H company,ensure a long-term and healthy development for the company.Meanwhile,it is of a certain theoretical and practical significance for similar foreign trade enterprises.