The Incentive System Design Of The Sales Staff About LaiWu Branch ShanDong Mobile Co.Ltd.

With 3G licences to be put into practice, the Chinese telecom industry's restructuring will soon become a reality, the era of all communications market and full competition will be also coming. China Mobile is the largest telecommunications operator enterprise, but how to maintain it's advantages and create new competitive advantages in the new market environment is becoming an issue that China Mobile must study seriously.When given a certain amount capital, technology and social resources, the key factors that win the market will depend on the operation and management, and standard of service, but all these factors are the problem of person, especially the enterprise marketing staff. The technology can be introduced and the fund can be raised, but talented person can not duplicated. How to take effective measures to stimulate and mobilize the broad masses of corporate especially the marketing staff ,and then make creative work and achieve the organization's strategic goal, all of these are important task that the current telecommunications enterprises are facing with.But now China Mobile and its subordinate enterprises have not yet established a scientific and effective incentive mechanism, and various defects, such as the structural dispersion of motivation, monotony in both forms and contents, exist universally. Combined with the characteristics and status quo of the marketing staff in Laiwu Branch, Shandong Ltd. of China Mobile (abbreviated as Laiwu Mobile below), this letter, inspired by the modern motivation ideas, starting from various incentive including performance, payment, training and career design, and enterprise culture, by means of statistics on investigation and analysis, as well as personal interview, formulated a layered motivation scheme for the middle management, ordinary management, frontline employees, directors of business offices, respectively, and explained in great detail how the ensure the efficient implementation of the scheme, in respect of guarantee measures, conduction methods, cautions and effective motivation principle.This subject, aimed mainly at the situation in Laiwu Mobile, has a practical significance in motivating and properly guiding the enthusiasm, initiative and creativity of the marketing staff from all levels in Laiwu Mobile, and in enterprises of same category with similar managerial mechanism, operation mode, and internal and external environment. For others, this subject should only serve as a reference.