Study On Countermeasures Of Encouragement To Core Sales Stuffs In Foreign Trade Enterprises

The core stuffs are the main producers of turnover and profit of an enterprise. According to the famous 20/80 rule raised by Pareto, in an enterprise, 20 percent of its employees supply 80 percent of its profit. While other 80 percent of its employees make 20 percent of profit only. It is easy to see that an enterprise can surely to improve its performance when it can arouse positiveness of its 20 percent employees who are the core stuffs.Knowledge workers are playing more and more important roles in enterprises. Knowledge workers have some features, such as, they are their own masters; they work with great creativity; the course of their work is difficult to supervise and control; their working results are also difficult to measure; they have strong attainment motivations etc. When talking about how to manage knowledge workers, Peter F·Drucker who is the famous master of management in the world, said that knowledge workers must be considered as capital asset. He also consider that knowledge workers are not subordinates; they are"associates". Some scholars believe that knowledge workers should be treated as customers.The core sales stuffs in foreign trade enterprises have the same features as knowledge workers. They accepted higher education; they possess professional knowledge and higher working ability; they are their own masters; their work has high creativity; they have strong attainment motivations, etc. They are knowledge workers. They are the main producer of profit in a corporation, as well as the most important factor of the corporation's core competence. It will be of momentous current significance for a corporation to keep and hire outstanding employees, to enhance its competitive advantage, to improve its management performance. In the past, the foreign trade enterprises did not pay enough attention to human resource, did not care for the needs of their core sales stuffs and had no method to encourage them when operating under the planned economy system. The core sales stuffs have no positiveness and responsibility. The cohesive force and centripetal force keep steady declining. Job-hopping becomes frequently for core sales stuffs to choose in order to find another better enterprise. The foreign trade enterprises suffer great loss from job-hopping of core sales stuffs. Some of the enterprises fall into a difficult position. Although the foreign trade enterprises change their management system from state-owned corporations to private enterprises in recent years, the situation of encouraging core sales stuffs in these enterprises did not show obvious changes. The stuffs have no high positiveness, the enterprises suffer lower productivity. Job-hopping of the core sales stuffs occurred now and again. So that, it is the most important matter for the enterprises to bring the enthusiasm of the core sales stuffs in the corporations and enhance the cohesive force and centripetal force of the corporations.To encourage the core sales stuffs in foreign trade enterprises, the leaders of the enterprises should take care of the needs and its variation of core sales stuffs, take care of improvement of their working ability and development of their professional career. Through theses means, responsibility and initiative of the core sales stuffs can be aroused. They can encourage themselves to improve their working performance.This thesis takes the typical H company, which is a former state-owned foreign trade corporation and changed its management system as a private company now, as examples, setting forth various encourage theory from domestic and abroad, looking into the issue of core sales stuffs encouragement in foreign trade enterprises through analysis of the cases, finding some problems that are still existed. Through analysis and study, the thesis puts forward some encourage countermeasures to the core sales stuffs as follows: rewards, professional career, working environment and corporation culture.