Study Of Motivation Status And Improved Methods For Sales Staff In BFHI

Northern Heavy Industries Group Co. Ltd is a large state-enterprise, and its salesbranch is responsible for essential tasks such as analysis and development of market, saleand after-sales of products, collection and feedback of information for its parent companyin the domestic market. Facing with the intestine competition situation that is serious andcomplex, gaining market share with more favorable means, improving businessperformance, and seeking better and faster development become an enterprise’s importantgoals.Sales staff incentive system directly affects the incentive effect of the sales staff andbusiness performance. The significance of this study is to enrich and develop incentivesystem for sales staff in specific areas, which has high academic value; at the same time,the main purpose of this paper is to help BFHI change the situation of serious current, lowcontract renewal rate, poor work enthusiasm and initiative, and declining levels of salesoverall quality and work standard. The conclusions of this study provide active explorationand reference for the state-owned enterprises to enhance the level of human resourcemanagement and stimulate sales staff potential.BFHI, as a state-enterprises, has been formed a set of systems and methodologiesabout sales management and incentive. During the process of studying and analyzing BFHIsale staff in BFHI Sales Company, this article has based on classical theories on motivation,through the surveys and interviews to business, investigated the satisfaction degrees of thesales staff in BFHI Sales Company, and analyzed its ongoing motivation status, to point outits existing problems associated with motivation mechanism of sales staff. After that, withthe analysis to the sales staff satisfaction survey results, it proposes the existing problems ofBFHI sales staff incentive as follows: the lack of good corporate culture; the imperfectcompensation incentives system and ignoring mental stimulation; the welfare system is toosimple; the lack of opportunities for growth and development provided to employees; thelack of a reasonable performance evaluation system.In this paper, on the basis of survey research, from the perspective of establishing andimproving the BFHI sales company sales staff incentive system, the solutions for theproblems list in the following aspects: to establish people-oriented corporate culture, andimplement humane management to the sales staff; to effectively improve existingcompensation incentive system, focusing on spiritual motivation to employees; toimplement a flexible benefits system, and ensure the welfare of utility maximization; toprovide employees with more training and development opportunities; to establishperformance evaluation system based on KPI indicators to ensure internal equity; to take positive measures to ensure the incentive system has been effectively implemented.Innovation of this paper is: first, to effectively expand and enrich the state-owned salesstaff to motivate the theoretical results of the study. I hope that through the research, by theway of theory with practice, to expand research and extensive state-owned sales staffincentives for reform of state-owned enterprises provide the theory research support;Second, empirical research method to improve the scientific research incentives for salespersonnel management issues. I will make a satisfaction questionnaire survey for BFHIsales staff, use the empirical analysis results to show sales incentives status quo objective,making the improvement program more reasonable and targeted, and promoting themanagement level of the sales staff in state-owned enterprises to continue to increase; third,the conclusions have a strong promotional value and significance for state-ownedenterprises. This study starts from a case, so the conclusion has universal and promotionalvalue. The results for the same type of state-owned enterprises and machinerymanufacturing enterprises with a strong reference value and reference for China’smanagement of the road to carry out an active exploration.