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The Research of Incentive Mechanism for Salesman in E-Department SZU Co.

Author: LuZuo
Tutor: GuJianPing
School: Suzhou University
Course: Business Administration
Keywords: salesman incentive system salary management career planning training system
CLC: F272.92
Type: Master's thesis
Year: 2011
Downloads: 80
Quote: 0
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Abstract


The direct channel for a enterprise to sale their products is salesmen. Their productivity and value will directly affect the performance of the business results. Therefore, we need to focus on the impact factor of sales achievements. Nowadays, the living cost and employment pressure increase, the salesmen demonstrate a strong entrepreneurial spirit under this condition. At this time, the excellent incentive system will be able to improve the sales practice and ability.This paper analyses the major clients’salesmen and current incentive system of the SZU company, at the same time, introducing the theoretical basis of the papers, such as the principal - agent theory, theory of motivation, reward system. Also some well-known multinational companies’incentive approaches are used in this paper. By analyzing the disadvantage of current system, combining the relevant research and seminars of salesmen, the new incentive system is formed in SZU company. The new system combines the plan of payment and training, development, rewards and other incentive elements. The implementation of new system embraces the effect of this optimization.Finally, the paper reviews the optimization of the design process involved with career planning, salary management, training system. This effective incentive system is built in order to fully promote the transformation and ability of salesmen to achieve corporate business objectives.

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CLC: > Economic > Economic planning and management > Enterprise economy > Enterprise planning and management decision - making > Corporate Administration > Personnel Management
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