The Research On Demand Characteristics Of Post-80’s Salesman

Since entering the21st century, as the representative of the new generation of post-80’s employees gradually into the workplace, they are also becoming an important part of the enterprise salesman.Excessive competition in the market and The fierce competition between enterprises for the limited customer resources increasingly highlight the role and position of salesman in the enterprise, as the main sole of the sales activities, post-80’s salesman is a unique group of enterprises. The growth environment of this group is very different from the former in China. With the passage of time, The demand of post-80’s salesman change, management also should be changed subsequently, so human resources management of the enterprise is facing huge pressure.To the enterprise, it is necessary to motivate the post-80’s salesman by making sure of the demand of this special group and taking appropriate incentives to stimulate and maintain their work enthusiasm, improve their work enthusiasm and loyalty. To Analysis the post-80’s salesman demand, firstly, obtaining the post-80’s demand factors by literature analysis and interviews.Drawing on the mature research results,using the motivation-hygiene theory and KANO model to analysis the demand factors of post-80’s salesman and built the hierarchy of demand factors model,these demand factors are divide into Must-be, One-dimensional,Attracti-ve,Indifferent,Reverse demand. And then do descriptive statistics analysis of the demand factors and the conclusion of KANO model by importance and satisfaction survey to200post-80’s salesman. In addition,by using entropy method and KANO model method to adjust weights are adjusted on demand factors derived demand factors for the final weight and importance. Finally, put forward corresponding incentive strategy based on the Must-be, One-dimensional,Attracti-ve,Indifferent,Reverse demand of the post-80’s salesman and making making managers by changing roles and improve the recruiting system and the establishment of incentive mechanism of incentive policy effect evaluation system so as to implement efficiently.Based on the quantitative and qualitative research above,it helps to find a point to improve the Post80’s sales motivation and satisfaction. According to the demand factors important degree and priority, and a diverse group of employees of different advantage demand, mainly adopted corresponding incentive method, make the company the effective use of limited resources to take effective incentive measures to meet their demand at different levels, improve employee satisfaction and loyalty to the enterprise and achieve the incentive effect of optimization.