Sales Incentive

As the main body of saleroom, sales representatives cause directly either success or failure of an enterprise by their action. How to inspirit them more effectively draws people's attention. However, There exist numerous problems at present in practice concerning sales motivation. A principal reason lies in the fact that there is no motivation model designed for sales representatives. Since the professional characteristics of sales representatives are quite different from those of other employees of an enterprise, the traditional model is not applicable to sales representatives. A perfect motivation model lays theoretical foundation on which a motivation system is constituted. Therefore, In order to solve the problems concerning motivation and constitute an efficient motivation system, a motivation model special for sales representatives should be created.The author makes a research on sales motivation by using such methods as literature investigation, comparative research, feature research and countermeasure research. Firstly, by analyzing the limitations of Porter-Lawler model and Stephen.P.Robbins model, he suggests that these two models are not appropriate for sales representatives since they fail to concern the fluidity problem of employees. Secondly, by improving these two models, he schemes out a sales motivation model. Thirdly, on the basis of this very model, he constructs the framework of a sales motivation system. And the last two points mentioned above are the very innovation points of this thesis.There are altogether 5 parts in the thesis. The first part raises the question to be talked about in this thesis. The second part analyzes several limitations of the two models mentioned above after summarizing principal motivation theories in western countries. The author points out in this part that the two models are not appropriate for sales motivation since they fail to concern the fluidity problem of employees. Taking the sales inspiriting objects as basic points, the third part schemes out a sales motivation model. On the basis of this model, the fourth part constructs a sales motivation system. The fifth part is about the corresponding measures for the sales motivation system. In this part, the author points out that the grade administration rule and the excellent enterprise culture are the basis on which the whole system functions smoothly.