|
The survival and development of enterprises can never separate from talents. Attracting, keeping and promoting talents are the most important strategy for enterprises. Stimulation is just an effective means to fulfill the above goal of human resource management in modern enterprises. The completion of sale, which determine the obtaining of enterprise’s,has been a link of managing that enterprises have paid attention to most all the time. The course sold should be finished by sales force. The study how to encourage the sales force to behave by producing better achievement, not merely has a very strong practice meaning, and still has a very important theory meaning.This paper focus on the studying the encouragement policy to the salesperson in DYW company, points out that the managers should clear about the demands of the salesperson before establishing the encouragement mechanism, and at the same time it gives six encouragement theories of different types, which are the "Maslow Demand Levels Theory", "Herzberg Dual-Factors Theory", "Expectations Theory", "Equity Theory", "Intensity Theory" and "Role Theory". The common approaches of encouragement may be divided into two categories, the economic returns and the non-economic returns. The former includes remuneration, other economic returns (forms of incentives such as prizes), and sales competition; the later involves job colorfulization, job support, promotion, training, encouragement and recognition, and the enterprise culture.Based on the above theoretical foundation, this paper makes a status survey on the encouragement policy to the salesperson in DYW Company, including the survey of marketing organization system, structural condition of the salesperson, and gives an analysis on the needs characters of the salesperson by the questionnaire. Meanwhile, it also investigates the policy status of various mechanisms of remuneration, promotion, performance appraisal and the training which has much impact on the salesperson.After these investigation stated, it analyzes the policy status of various mechanisms of remuneration, promotion, performance appraisal and training which impact much on the salesperson, identifies the problems of the existing policy respectively, defines the goals of the policy adjustments of DYW company and puts forward the countermeasures on the basis of relevant theories and the actual situation of the DYW Company; it also makes a design on the new remuneration policy, promotion system, performance appraisal system, and training plans. The adoption and implementation of the countermeasures will play a better function of encouragement to the DYW Company salesperson; several measures have been implemented and have achieved a good incentive effect.A stimulation policy based on the demands of the sales personnel was made out in this paper by adopting theory linking practice method. That policy is closely related with the company and suitable for operation. It will greatly mobilize the sales personnel’s work enthusiasm, enhance marketing and sales strength of the company and contribute for the long-term development of the company.
|