Research On Compensation Mode Designing Of Salesmen In A Liquor Company

As the market economy fast develops and the market mechanism grows better, the enterprises are encountering more and more opportunities. The marketing and selling has become vital to the subsistence and development of an enterprise. Enterprises are paying more and more attention to their marketing, and increasing their salesmen. To hold a qualified and able sales team with high efficiency has become the same goal of many successful enterprises. One of the most important factors to whether a company can hold a first-class sales team is that if the enterprise provides just, reasonable and competitive compensation mode. So, it has lots of meanings to do research on compensation mode of salesman.First, The paper firstly introduces main theory of designing salesmen's payment. Started from the concept of payment, the paper will briefly explain the specialty of payment and also, inner and outside factors that affect the payment of a salesman. Finally, it will talk about the management of payment, so as to set a set up a good theoretical foundation for the future research on designing payment and demonstration.Second, the paper takes the A Liquor Limited Company as studying object. Basing on the Company actual state, the structre of the Company's salesmen and the theory of compensation designing, this paper conclude the main problem existing in the present salesmen compensation mode after detailed analyzing it.At last, combining the needs of company development, the paper redesigns the salesmen compensation mode aiming to solve the problem existiong in the present salesmen compensation mode. Basing on the job analysis and post value appraisal, the paper design the structre of compensation layers which is based on the post value, and the post wage decided by the post value through designing the soft position of salesmen system. This paper improves the way of figuring achievement wages to be more imparital and encouraging through perfecting the indicator system of performance appraisal of ordinary manager and general salesmen. At the end of this paper, it provides the idea of flexible welfare system to bring its function of encouraging into full play. The welfare system takes consideration of the company tactic and the salesmen's needs.