Research On The Incentive Scheme For Salesman Of HL Company

The survival and development of enterprises can not be separated from talents.Attracting talents,retaining talents and developing talents have become the most important part of enterprise development strategy.Incentives are the effective means to achieve the goal of human resources management in modern enterprises.The completion of sales work determines the income of enterprises.Therefore,sales work has always been a business link that enterprises attach most importance to.In the 21 st century,with the narrowing of product differentiation and the increasing importance of consumers,as well as the intensification of competitive pressure,the difficulty and complexity of sales work are increasing.Sales process should be completed by the sales staff,and how to motivate the sales staff to produce better performance will become an important factor in the business development of enterprises.This paper explains the function and principle of motivation,introduces the theory of motivation,and provides a theoretical basis for the study of the full text.Secondly,it investigates and analyses the current situation of sales incentives in HL company.This includes HL company's basic situation,business and sales situation,sales personnel situation.This paper introduces the fierce status quo of HL company for salesmen from four aspects: salary,performance appraisal,training and promotion.The demand characteristics of salesmen are analyzed by questionnaire survey.This paper analyses and summarizes the current situation of salary mechanism,promotion mechanism and performance appraisal mechanism which affect salesmen.Combining with the above incentive status and existing problems of HL company sales staff,this paper puts forward relevant improvement measures.According to the relevant theory and the actual situation of HL company,the paper puts forward corresponding improvement countermeasures and measures on salary policy,promotion system and performance appraisal system.Finally,according to the improvement measures of sales incentives of HL company,the paper puts forward four safeguard measures of organization,system,culture and capital for the smooth implementation and promotion of the improvement measures.This study has an important guiding role for HL company to design the intense mechanism of salesmen,mobilize the enthusiasm of salesmen,and improve the company's performance.At the same time,it also has a certain reference significance for the salesman management of other pharmaceutical industries.