Encouragement Status Analysis And Countermeasures Study On Salespersons In JW Company

Under the circumstances of transition of our national economy from planned economy to market economy, the problems faced by the enterprises hereby transferred from yielding products to selling the products. The characteristics of the salesperson themselves make the management to them by the enterprise more difficult and hard to encourage. Based on the above reasons, it is much meaningful to the enterprise's human resources management for the studying on the encouragement to the salesperson.The studying object of this paper is JW Company with a history of over fifty years, and its predecessor is the key project of JW Plant in the period of The First Five-Year Plan in China. There are over sixty function sectors and manufactories in JW Company which is the leading enterprise in cotton spinning machinery with its cotton spinning machinery products. With the market access liberalization of the spinning machinery in recent years, the previous monopoly situation of JW Company underwent tremendous changes and was challenged with the nongovernmental business and the advanced foreign spinning manufacturers. As the market competition is becoming hotter day by day, the after-sale marketing system becomes the focus for strengthening the company's strategy, and the improving of the salesperson's quality becomes more significant accordingly.This paper focus on studying the encouragement mechanism to the salesperson in JW 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...