The Study On Incentive Mechanism For The Salespersons In The State-owned Foreign Trade Enterprises

During the marketization process of China's economy, the state-owned foreign trade enterprises have lost their position of monopolization. Faced with fierce competition, where is the future of the state-owned enterprises? Not from the viewpoint of property right but from that of mechanism, this paper discusses the mechanism to arouse the vitality of state-owned foreign trade enterprises in a particular environment, and explores effective ways to motivate the salespersons through combining the theory with the practice. The author holds that the key factor influencing on the efficiency of the state-owned foreign trade enterprises lies in the incentive mechanism. As long as the mechanism is rationalized, the enterprise will be activated and rejuvenated. Having worked in the state-owned enterprise for years, the author analyzes thoroughly the mechanism causes resulting in low efficiency of state-owned enterprises, proposes some thoughts for solving this problem in a higher level from what she had learned and designs an incentive mechanism for the salespersons in the state-owned foreign trade enterprises. This incentive mechanism has been first examined in GDT and reached good effect.This paper designs the incentive mechanism for state-owned foreign trade enterprises in terms of internal incentive and external incentive. The salary includes fixed part and variable part, the former bringing about a sense of security and cohesion and the latter motivation. In this paper also brings quality into consideration in salary formula in case that the quantity index overweighs the quality index. Because of false expenses reports and of hard control over the amount of business expenses, the approach that business expenses are subtracted from the salespersons' salaries is adopted, which can be both constraint and motivation to them. In respect of internal incentive, a loose working environment can be established by promotion mechanism, flexible working mechanism, training and corporational culture so as to enhance the staff's sense of belonging and interest in work. In a word, this paper provides a preferential sense for the human resource management in such kind of enterprises.