Research On Sales Incentive Compensation

After several reforms in the country, there are huge changes happened in the domesticpharmaceutical market. The changes of the medical business environment push manypharmaceutical business to adjust their managing strategy constantly according to the changingmarketing environment. The management of the sales staff becomes one of the mostimportant management. The sales staff are very special withknowledge of medical, marketingskills and customer resources. They also have to face the stress from the market. Therefore, itbecomes more and more important to attract, motivate and retain the sales staff inpharmaceuticalBusiness Companies.As a long history of state-owned joint-stock enterprises, NB pharmaceutical BusinessCompanies also has to face the same problem of managing and promoting and motivating thesales staff.The compensation difference between different sales staff in the company can’t showtheir real work value, which decreased their satisfaction.All the ways to performance appraisalare basically the same,which cannot show the difficulties and the importance between differenttypes of sales and weaken incentive effect.The main problems are, emphasizing on theoutcome more than the procedure, lacking of the evaluation on workload and labor intensity,andtheevaluation isopaque andlack ofcommunication andinteraction.Through the literature reading and the analysis on NB pharmaceutical BusinessCompanies，this paper decided to use equity theory in motivation theories as the basic theory,selected Key Performance Indicators to optimize the current scheme. Design the job evaluationtable and invite relevant experts in the company to do the assessment on the different types ofsales staff, then use factor analysis method and hierarchical method to score and arithmetic toget the better solution. Finally, the solution can solve some of the questions in current schemeand show some new advantages such as ease the stress of deployment in human resources,enhance the risk control in the company, emphasize on evaluation of the procedure,respect thecontribution，strengthen the communication and interaction in the process of evaluation andraisethesenseofownershipofsalesstaff.