Research On The Optimization Of Non-salary Incentives For Sales Personnel Of Company B

With the continuous development of medical and health care levels,the people’s demand for medical and health care continues to increase,and the scale of China’s medical device market is growing rapidly.In the market competition,profit maximization is an important business goal of enterprises.To achieve this goal,having a good salesperson is one of the most important core elements,which is very important for enterprises.The B company studied in this paper implements an incentive system based on salary incentives and supplemented by nonsalary incentives for sales personnel,focusing more on short-term incentives and material incentives,which is obviously not enough for B enterprises that want long-term development and maintain the competitiveness of enterprises,so there are also problems caused by insufficient incentives in the work of sales staff.Therefore,if Company B wants to continue to develop for a long time and obtain long-term profits,it must increase long-term incentives,and this article mainly starts from the spiritual incentive level with a long-term mechanism,focusing on the optimization of non-salary incentive systems.This paper mainly uses the case study method to take Company B as the research object,first,to understand the current situation of the non-salary incentive system of sales personnel of Company B;secondly,through the satisfaction questionnaire of sales personnel,focus on analyzing the main problems in the non-salary incentive system of sales personnel,that is,Company B does not attach enough importance to the non-salary incentive system,the sense of achievement incentive is insufficient,the promotion mechanism needs to be optimized,the training system is not perfect,and the cause analysis is carried out;then,the two-factor theory is used,Achievement needs theory and combined with the situation of Company B sales personnel,a set of non-salary incentive optimization programs for Company B sales personnel are designed,that is,to enhance the sense of work achievement,optimize the promotion mechanism,improve the training system,describe the specific solutions in detail,and further propose safeguard measures for the implementation of the program.The research feature of this paper is that for the sales group in the field of medical device sales personnel,the non-salary incentive system based on spiritual incentives is optimized,and more targeted and effective incentive measures are formulated to make up for the shortcomings of the existing incentive system of Company B.The research results of this paper are conducive to solving the problem of insufficient incentive of sales personnel in Company B,and have reference significance for other enterprises to solve the problem of incentive of sales personnel,and the application and innovation of incentive theory in practice can in turn enrich and improve the theory to a certain extent.It is expected that the research in this paper can provide some value to the operation and development of operating enterprises in China.