How To Motivate New Generation Salesman

In the current market economy, small package oil market is really a typical red sea market, those enterprises in the fast-moving consumer goods industry built there manufacture plan, development, growth and going concern on sales amount, which makes their competitions very fierce as along with many homogenized product was put into the red sea market. The homogenized product gradually diminished the impact of customers’ choice of product, on the other hand, salesman’s influence becomes more important. Sales is very important interactive communication link and window between enterprises and customers, sales work achieve sale targets by guide and persuade customers, it is the last and most important part of enterprise value chain, and key to win the consumers and the market share. All of these facts makes sales work’s status improved and become a more prominent role among many works in the enterprise. Therefore, the formation of an efficient, high-quality, professional, enthusiastic sales team is the goal of every enterprise. This is also an important task and challenge for enterprise management. This paper explores motivation issues of the 80 th new generation salesman, because the new generation of salespeople not only has its own unique characteristics, but also has a profound impact on the future development of the enterprise. The systematically study on the new generation salesman is useful for the long-term development of enterprises.In the light of porter & Lawler’s model and Stephen P Robbins’ model, this paper come up with a motivation design based on related research status at home and abroad, investigation and analysis of actual situation of motivation in COFCO Xinjiang district, classical motivation theories, as well as consideration of personality characteristics and demand characteristics of the new generation salesman, and the combination of material motivation, spiritual motivation and culture motivation. At the same time, the author put forward some motivation countermeasures and support measures for the whole motivation process from recruitment to self-fulfillment of new generation salesman.This article research’ conclusions are as follows:(1) As the marginal effect of material motivation decrease gradually, but spiritual motivation and culture motivation strengthened step by step, so we should combine measurable material motivation, immeasurable spiritual motivation and coordinating role of culture motivation. Only by this kind of combination, the motivation effect will be most efficient, durable and economic efficiency.(2)Motivation countermeasures and support measures for the whole motivation process from recruitment to self-fulfillment of new generation salesman. Motivation countermeasures: recruit according to the characteristics of sales work; career planning of salesman; continuous training for promotion; enhance communication in order to acquire deeper demands; optimize performance evaluation; help salesman to fulfill and self-transcendence. Support measures: excellent corporate culture and favorable enterprise environment.