The Study On Incentive Mechanism To Foreign Trade Salespersons Of S Company

Company S is a typical state-owned foreign trade enterprise and has experienced share-holding transformation,which turns out to be unable to activate the company and motivate its staff.With the cancellation of state protection policies and deterioration of foreign trade environment,Company S becomes to lose its monopolized advantages and profits.Foreign trade salespersons,who are the nucleus employees in the company,have become the key for a company to survive and remain profitable.The substance-incentive Mechanism carried out in Company S is simplex and unreasonable,so an effective one is necessary in order to keep and motivate the foreign trade salespersons.This thesis takes Company S as a case and adopts qualitative analysis and quantitative analysis as well as other research methods,such as questionnaire,literature searching, interviews and case analysis and so on.Based on the factual information of Company S, questionnaires are used to get the results of incentive factors and current satisfaction degree of foreign trade salespersons,so as to explore how to set up effective incentive mechanism to foreign trade salespersons.This thesis consists of five chapters,which are case introduction,theory summarizing, questionnaire analysis and conclusions.Chapter 1 is an introduction,putting forward the problems Company S is facing,stating the research background,purposes and significance, pointing out the research methods,basic structure and new points.Chapter 2 is theory summarizing,the latest incentives theories both at home and abroad are summarized,with implies for Company S,thus forming an academic basis and direction for the following chapters.Chapter 3 is analysis of the questionnaire and its results.The questionnaire is prepared based on literature searching and distributed to foreign trade salespersons and management in Company S so as to get results of incentive factors and current satisfaction degree.Statistic analysis is done based on the collected valid questionnaires and it is found that the main incentive factors for foreign trade salespersons in Company S are compensation and welfare,teamwork,capability,individual development and supervision and feedback at work.The finding confirms with the problems that Company S faced.In Chapter 4,solutions are provided based on the modern incentive theory.First of all,restructure the payment system,in which order receivers get low fixed salary and high flexible bonuses,while order followers get high fixed salary and low flexible bonuses.Meanwhile,flexible welfare plan and restriction mechanism should be carried out.Second,it is about individual development of foreign trade salespersons.It suggests that comprehensive career planning and skills training should be offered.Work arrangement and workflow should be optimized,and reasonable promotion mechanism should be set up.The last solution is about management incentives.Fair and reasonable management system should be established so as to realize humanized management and enable two-way communication system.It is recommended that employees take part in making some decisions in order to create a harmonious and innovative phenomenon in the company.Chapter 5 is about the conclusion and prospect of this study as well as its shortage.