The Research Of Sales And Marketing Employee's Incentive In X Company's Matrix Structure

State grid has become the world's first energy network after more than 30 years rapid development in power transmission.It starts to dominate the global power gird interconnection and lead the world's energy development to the higher fundamental.High-end equipment manufacturing was once monopolized by European and American multinational companies during China's power industry development.However,in recent years,with the rise of domestic power equipment manufacturers and the improvement of their own capabilities,technical barriers in the industry were gradually broken,as a result,products homogenization becomes a trend.Sales and marketing personnel are important productive force of an enterprise,they are the experts who well know the customer and market and also one of the most important driving forces for enterprise.Due to the advanced nature of its technical strength,high technology companies traditionally win in the competition by technology and products,however,there was insufficient incentives for salesman and marketer in these companies.Sales and marketing personnel who directly create value for enterprises become more and more important with the increased competitive circumstance.Recently,the phenomena of talent employees resign from multinational companies and join the domestic enterprises becomes a trend along with the multinational companies growth shrink in China's electric power industry,it makes these companies suffer.How to retain the talents,especially in the period of market-oriented has become a problem for the foreign companies in China power industry.The Electric Market Division of X company is a member of the power industry,it has a matrix organizational structure in China operation.The study starts from the EMD of X company which is facing the rising staff turnover rate,work enthusiasm decline as well as new products commercialization successful rate decline.Primarily,it figure out the problems of employee's motivate mechanism issue through the way of interview investigation.Furthermore,it determine the major motivating factors as well as the satisfaction of these incentives through the way of questionnaire survey.Six motivating factors which need to be improved was discovered after further comparative analysis.Afterwards,five problems of EMD department were explored and summarized after in-depth interviews and surveys of employees.Finally,Suggestions were put forward for improvement in the aspects of promotion,salary,team collaboration,internal transfer and supportive system's management mechanism by using organizational behavior and human resource management theories and methods.This study on X company's sales and marketing employee's incentive mechanism has the practical significance,it helps to improve the employee's working enthusiasm and make the company sustainable growth.At the same time,this study also has a certain reference value to the foreign invested company in China power industry especially for those which lost the technology advantage.