A Study On The Problems And Solutions Of Motivating Sales Staff In HLT Company

As the main body of corporate sales activities,salesman's behavior directly determines the company's income,and the level of the company's position in the market depends on a certain extent on the enterprising spirit and individual's comprehensive ability of the company's sales staff.How to effectively stimulate the potential of salesman has become an increasingly important task for the human resources management of sales-oriented enterprises.The research object of this paper is HLT,which is a second-tier operator that provides computer network communication security and network information services.The market is changing rapidly with the rapid development of information technology.Therefore,an excellent sales team is the key to winning in the fierce market as the increasingly competitive process.In view of the fact that the professional characteristics of sales work are very different from those of other positions in the company,it is necessary to consider the characteristics of their own needs when inspiring sales personnel to avoid false incentives.This article comprehensively uses the questionnaire survey method,the arrangement diagram method,the fishbone diagram analysis method and the countermeasure method and so on to carry on the research to the incentive question of the HLT sales personnel.The full paper is divided into six parts.The first chapter introduces the background of the research,relevant research status and research methods,clear the research object of this paper,and clarify the research ideas and technical routes.Chapter II HLT company and sales staff work characteristics.Understand the industry and business characteristics of HLT,clarify the requirements of sales positions for employees and the characteristics of sales positions.The third chapter analyzes the current situation of HLT company sales staff incentives.Study existing employee motivation data and questionnaire surveys to summarize existing incentive problems.The fourth chapter HLT company sales staff incentive problems and analysis.The main factors that lead to the lack of incentives are found by using the arranging chart method,and then through the causal analysis method,trying to find the root cause of the lack of incentives for the sales staff to lay the foundation for the next chapter of incentive improvement measures.The fifth chapter HLT company sales staff incentive improvement program.Based on Maslow's hierarchy of needs theory and Porter-Lawler's expectation model,the author proposes corresponding countermeasures for the problems existing in the HLT sales staff's current incentives,and proposes relevant safeguard measures.Chapter VI Conclusions and Prospects.The research ideas and suggestions for improving the incentives of HLT's sales staff not only provide guidance for solving the problem of insufficient incentive for HLT sales personnel,but also provide reference for other companies facing the same problems.