Sme Sales Staff Turnover

Medium and small-sized enterprises play an important role in the national economy. But they have actually met many realities questions during the continued development. In particular, the salesperson's management always is problem of the business management. This article is based on the research background of the important role in the national economy and the problem with the development to study the influence of the salesperson's turnover, and form the sales personnel and the enterprise two aspects angle to explain the question. Thought the salesperson is based on the neoclassicism theory of the labor market to pursue own benefit maximization, therefore, unceasingly they are seeking in the labor market and flowing, but medium and small-scale enterprise in order to saves the cost of operation, so they forms the intense solidification concept of the salesperson ,Namely the sales personnel should belong to second levels of labor markets, they flows also is inevitable, thus, SME adopts a lower treatment and the welfare level to them, and neglects to training and planning the profession in future for salesperson. In this foundation this paper proposed the solution and measures to resolve the problem.The paper based on the economic theory and utilized organization and relevant theory, such as human resource administration and so on to analyze the current situation of the salesperson' turnover in medium and small-sized enterprise. The basic research mentality is based on summarizes of the study of medium and the labor market theory, to analyzes the present situation and origin of the problem, and under the labor market theory frame to explain the phenomenon. Thought in the present labor market, the sales personnel's supplies and the demand is non- equilibrium and in the division condition, but it has gone far beyond the labor market supplies to its effective demand. Besides, it is very difficulty to form the internal labor market in medium and small-sized enterprise, thus the sales personnel's demand is unable the interior, Therefore, the sales personnel highly drains is inevitable. Based on the theoretical analysis, this paper draws a conclusion that under incentive compatibility theory frame, it is the key to designs the reasonable incentive mechanism reducing the salesperson's turnover and to stable the staff troop of medium and small-sized enterprise.