长江三角洲地区销售人员薪酬激励实证分析  

The Analysis on the Way of Income Incentive for Sales Men in Yangtse Delta Area

作　　者：陈晓东[1] 田利华[2] 

机构地区：[1]南京财经大学营销学院 [2]南京财经大学财税学院,江苏南京210046

出　　处：《经济管理》2007年第22期43-48,共6页Business and Management Journal ( BMJ )

基　　金：江苏省高校哲学社会科学指导项目(06SJD630063)。

摘　　要：薪酬是对销售人员进行激励的一个关键因素,其高低不仅仅代表了他们的满意程度,更重要的是代表了销售人员工作业绩与能力得到认可,代表了社会对他们人力资本价值的承认,这对提高销售人员的工作满意度和激发他们积极性、主动性和创造性,以及培养他们为企业献身的精神都具有不可或缺的作用。通过对长江三角洲地区销售人员薪酬激励的调查分析与研究显示,在市场竞争日益激烈的今天,改变我国目前销售人员薪酬激励的现实状况显得尤其迫切。Compensation is one of pivotal important factors in sales people motivation. Its height is not only for the satisfaction of sales people, but for their outstanding achievement and ability to be received certificated, but for their human capital value to be admitted. All this enhance the satisfaction of sales people, inspire their enthusiasm, go-aheadism and creativity, bring up their vital spark for the corporation. By making a survey, analysis and study of sales people compensational motivation in different industry in Yangtse delta zone to show, today at the market of increasingly fury competition, altering the reality of Chinese sales people compensational motivation is especially instancy.

关 键 词：销售人员 销售薪酬 激励 人力资源管理 

分 类 号：F272.92[经济管理—企业管理]