Research On Remuneration Incentives For Sales Staff In BT

In April 2016,Premier Li Keqiang decided to deepen the "medical reform" at the executive meeting of the State Council.On April 8,2017,the successful launch of the Beijing Medical Information System,further promoted the smooth progress of drug procurement.After the medical reform,many small players in the medical industry are facing more threats of being acquired by their larger counterparts and the urgency of turnaround as a result of this regulatory change,the market re-shuffle made the existing competition more intensive,human capital became vital to survive in such competition.At present,capabilities of sales staff in the medical industry are outpaced by the development in skills and evolving marketing model,the enterprises need to introduce new professional sales staff or provide training for the existing sales staffs to accommodate these changes.The effectiveness and efficiency of sales staff not only help the business to achieve its business objectives,but also serves as guaranty toward the expansion of market share and sustainable development.Therefore,to retain and motivate the excellent sales staff is critical for all participants in the medical industry,a sound remuneration and incentive system is the most direct and efficient way.Based on the current situation of medical industry in China,this paper chooses BT medical diagnostic equipment sales company as the research object,by analyzing the present situation of remuneration packages of sales staff in medical industry,to obtain an insight in the current situation of BT's existing incentive system and highlight the existing problems.Based on the result of analysis,recommendations will be made on the re-design of sales model in BT company,with a view to maximize the BT market share and facilitating the achievement of the company's strategic objectives.In this paper,through the in-depth collection of relevant information on remuneration system from both the domestic and foreign industries,I noticed that most of the previous research focused on a single point of view,and failed to cope with the recent development in the industry.Based on the analysis of the present situation of BT's existing incentive,this paper explores the problems exist in the current system in BT.Recommendation on re-design of such incentive system is made in order to stimulate the full potential of sales staff and work passion,in the end,to enhance the market competitiveness of BT.