Research On Optimization Of Sales Staff Incentive Mechanism In J Auto Trading Company

Sales personnel are an important bridge to transform the company's products into commodities,and are the key link for the company to generate profits and gain market competitive advantage.Therefore,how to improve the sales enthusiasm and efficiency of sales personnel has become the most concerned topic in academic circles and enterprises.J Auto Trading Sales and Service Co.,Ltd.is a four-in-one shop of sales,maintenance,spare parts supply and information feedback of Shanghai Volkswagen brand car in Tianjin.With the improvement of people's living standards,the market sales are growing rapidly,the company's sales The number of people is also increasing.However,due to the expansion of scale,the incentive mechanism could not adapt to the new organization,and the enthusiasm of the sales staff was significantly reduced,resulting in an increase in sales staff but a decrease in the overall market performance of the company.In order to break this situation,it is necessary to propose a more reasonable incentive mechanism for sales personnel.Therefore,this study draws on the previous literature to develop a questionnaire for the incentives and satisfaction of auto sales personnel,and finds the problems and optimization schemes in the current incentive mechanism through the combination of questionnaires and interviews.According to the results of the motivational factor demand questionnaire,the important incentives for the automobile sales staff of J Auto Trade Sales and Service Co.,Ltd.are obtained:salary,career planning,bonus benefits,training and re-education,assessment,promotion,and corporate culture.The comprehensive vehicle sales staff incentive factor demand and satisfaction questionnaire results show that the company's incentive mechanism optimization should include optimizing salary structure,providing career development assistance,strengthening staff training and building corporate culture.And from the improvement of corporate governance structure,the establishment of a complete supporting program,the implementation of high-level incentives for sales staff,sales staff support and coordination and improve the regulatory mechanism to ensure the implementation of sales force incentive mechanism optimization program.