The DQ Group Of N Company’ Sales Staff Incentive System Research

With the progress of science and technology, eliminating the differences in brand,manufacturing firms produce products with smaller and smaller difference reaching "homogeneity", this leave products to have no competitive advantages versus other products. Under these circumstances, the firms marketing and service abilities will rise to a higher level of importance. Companies want to obtain more orders and to do so we must improve the firms marketing ability. Therefore, the most direct way to improve this is to motivate the enterprise’s sales staff. Motivating sales staff to improve their performance is one we much pay close attention to.The object of this study is DQ group marketing subsidiarity-N sales company which is mainly responsible for the promotion and sale of products in Guangxi, is a marketing networking in the Guangxi Zhuang Autonomous Region. In recent years, with the establishment of China-Asian Free Trade Area, western region development policies and the establishment of Guangxi Beibu Gulf Economic Zone,which have ushered in the rapid development of Guangxi. This has given DQ group a unprecedented developmental opportunity. But at the same time, DQ group was faced with fierce competition. Other firms in the same industry, in order to compete for Guangxi projects, spend heavily to attract and retain sales talent which left N sales company loss of its outstanding sales staff. Facing this "brain drain" from competing companies DQ group N company conducted a study, by the way of questionnaire and interview, with employees to look at N companies current incentive system. The findings of this study reveled defects that are presented in this paper. Using the Classical Incentive Theory N company added such things as direct compensation, indirect compensation, benefits, goals, training, promotion incentives, and non material incentives. If we use the incentive scheme suggested in this paper we can change N companies present status of staff incentive and can be used to other DQ group sales companies.