销售人员的薪酬与绩效考核

一、问题的提出 激励销售人员的方式有很多种，其中薪酬激励是最直接也是最有效的一种方式。一般而言，销售人员的薪酬包括固定部分和提成部分。在薪酬理论中，固定部分(或基本薪酬)需要通过职位分析和职位评价来确定，而提成部分(或绩效薪酬)则要通过绩效考核来确定。所以，销售人员的薪酬与绩效考核的结合主要是指销售人员薪酬的提成部分与销售人员绩效考核的结合。     

销售人员薪酬体系设计

针对销售人员的工作特征,从基本薪酬、可变薪酬和间接薪酬三个方面对销售人员的薪酬体系进行分析。重点设计了销售人员的可变薪酬体系,对可变薪酬的确定依据、支付水平和支付方式进行详细设计,通过短期绩效和长期绩效的平衡机制,来实现销售人员薪酬激励效应的最大化。     

销售人员的薪酬激励中存在的问题与对策研究

目前销售人员的流动性非常大,高水平的销售人才匮乏。如何用合理的薪酬设计来提高销售人员的满意度,留住优秀的员工并正确引导其行为来充分发挥他们的价值是值得思考的问题。本文分析了目前销售人员的薪酬激励中存在的问题,并针对性的提出了解决建议。     

青海省国有企业销售人员薪酬体系分析

薪酬是企业激励销售人员的主要手段之一,企业销售战略规划与销售人员的薪酬方案之间有着密切的联系。通过对薪酬体系理论的阐述以及对青海省企业销售人员现行薪酬体系的现状和存在问题的分析,提出相关对策性思考,希望对企业建立良好的销售人员薪酬体系有一定的现实意义。     

一个销售人员的激励模型

销售人员是企业里的一个特殊群体，他们的工作表现对企业的市场竞争成败极为关键。面对这样的员工，企业怎样激励他们？这也是所有企业面ll盘的一个重要挑战。本文认为，销售人员的收入跟销售业绩挂钩是一个好的激励方式。但是，企业在设计激励机制时，要充分考虑销售人员对风险的态度和销售工作本身的风险。另外，企业提供固定销售费用，可以有效遏制销售费用的膨胀。     

事业部制组织销售团队薪酬体系设计研究

销售团队是一支不同于知识团队、工作团队的特殊团队，它是由一些年轻人组成的活力团队。对于销售人员薪酬方案的选择，一直以销售人员个人的薪酬方案设计为主，将“团队薪酬”纳入销售员工工资结构的薪酬方案的研究在理论土从新的角度衡量销售人员的价值。本文主要研究的是不同区域的市场容量、消费习惯、渠道特点各有不同，在多变量的前提下，如何设计科学、合理的薪酬体系，抵消地区差异，实现点面平衡，有效驱动销售人员，保证销售团队业务目标的实现。     

营销人员的有效激励

人员激励是每个管理者必须面对的一个问题,尤其对于销售队伍,因其人员更加多样化,激励难度更大。常见的激励理论有:需求层次理论、公平理论、双因素理论等。销售人员中,常见的有多劳多得、价值肯定、职业梦想、得过且过等类型。对于他们的激励方式不能一概而论,要个性化地分别激励。在实际的激励措施中,薪酬化是主题,但不能忽视非薪酬化激励的作用。     

牡丹江联通公司营业员薪酬激励模式探索

公司生产经营一线岗位上的营业员是公司直接面对用户，公司形象的代表，是公司效益提升的宣传员、服务员、直销员。但这些处在公司关键岗位上的员工一般用工形式为派遣或外包，薪酬水平也是公司中最低的阶层，因此他们对企业没有归属感，工作没有积极性和主动性，人员流动性大，加大了公司人力成本、管理成本。本文针对牡丹江联通公司市场现状。就如何进行营业员薪酬激励进行了分析和论述。     

国有企业中销售人员的薪酬没计

销售人员这个特殊群体是国有企业中人力资本的重要组成部分,其薪酬模式的改革是推进国企改革的重要环节.本文结合薪酬设计的原则和主要考虑因素,对这个群体的薪酬设计原则和具体模式进行了阐述.     

浅谈企业的销售队伍管理

销售部门是企业的利润中心 ,而销售队伍直接与客户接触 ,促成业务交易和货款回收 ,同时也代表着企业的形象 ,所以销售队伍管理的效果直接影响到企业的经营成效。对销售队伍的管理包括诸多方面的内容 ,如对销售人员的培训、激励等 ,为应对竞争日益激烈的市场环境 ,企业必须做好销售队伍的管理工作。     

Expectation and satisfaction of rural tourism：a case study of Hainan,China

This study uses the rural tourist motivation scale to measure the motivations, expectations, and satisfaction of nearly 200 rural tourists in five areas of Hainan, China by importance-Performance Analysis （IPA） and factor analysis. The results show that the main motivation for participating in rural tourism is to be close to nature, improve family rela-tionship and relaxation. Tourists are highly satisfied with the landscape and pastoral views as well as the friendliness of the local people and hotels. The results also show that the sample people most care about easy parking and reasonable prices, and they expect ethnic festivals and farm life experiences. Besides the environment, facilities, recreational activities and psychological experience of rural tourism, the overall satisfaction is high. The results of this study can be used by local government leaders as well as the tourism industry to devise ways to promote and improve rural tourism.     

调适性销售战略的影响因素及其成功关键

调适性销售作为创新的营销战略,对提升企业绩效意义重大。销售人员的动机、能力和环境制约对调适性销售战略的成功实施具有明显的影响。从战略高度看待调适性销售,着力提高销售人员的信息利用能力,强化销售人员的知识技能培训,是成功调适性销售战略的关键。     

Locke的目标设置理论及其对组织绩效的影响研究

Locke提出的目标设置理论,经过不断发展完善,已成为当代重要的激励理论。该理论认为,目标本身就具有激励作用,目标能把人的需要转变为动机,使人们的行为朝着一定的方向努力,并能及时进行调整和修正,从而能实现目标。目标设置包含两个基本维度,分别是目标内容和目标强度。国内外的大量研究也都证明,目标设置对组织承诺、工作满意度等组织绩效指标有显著影响。     

Life Satisfaction and Longevity: Longitudinal Evidence from the German Socio‐Economic Panel

We investigate the relationship between life satisfaction and mortality using the German Socio‐Economic Panel, which allows us to follow around 15,000 people for more than two decades. Seventeen per cent of the respondents surveyed in 1984 died between 1984 and 2007. After controlling for initial health conditions, we find that people's life satisfaction at the beginning of the survey is deeply linked to their life expectancy: a ten per cent increase in life satisfaction is connected to a four per cent decline in the probability of death in the period studied. The relationship between life satisfaction and mortality is stronger for the married and the men but life satisfaction does not matter for the women. We find some suggestive evidence that links between life satisfaction and mortality could be operating via accidents and mental health. Finally, we show that the life satisfaction measured in 1984 extends to the rest of life: people who were happier in 1984 more frequently experienced high levels of happiness in the rest of their lives. These results suggest that life satisfaction is a powerful risk‐factor for later mortality and is more predictive of mortality than a host of other variables.     

The labor supply of fixed-wage workers: Estimates from a real effort experiment

Fixed-wage workers comprise the bulk of the labor force and yet little is known about how they respond to changes in their wage. Given recent interest in theories of reciprocity and intrinsic motivation and their implications for effort provision, the neoclassical prediction seems less obvious today. To better understand the motivation of these workers, I estimate their labor supply using a real effort experiment. Two results stand out. First, no one theory seems to fit the pooled data. On average, people work considerably harder than the minimum but they do not respond to changes in the wage. Second, pooling the data is deceptive because there seem to be distinct types with differing responses to the wage. Most workers can be classified as reciprocal or intrinsically motivated and, indeed, these types respond as theory would predict: reciprocators return wage gifts with increased effort and extrinsic incentives crowd out motivation for intrinsic workers.     

Wives' motives and fertility

This analysis assumes that childhood learning has a strong impact on the measured motivations of adults. This study uses responses among 354 White married women in 1976 to the Thematic Apperception Test (TAT). Wives' responses to four pictures are expected to mirror the following four typologies: affiliation imagery (AFF), power imagery (POW), power and affiliation imagery (POWAF), and without references to affiliation or power (CULT). CULT is presumed to reflect the motivation of the wife in the average family. Expected relationships between these root motives and fertility are identified. Findings show that families with persuasive affiliative wives allocated more time to child care and had lower family incomes than other families. AFF wives worked fewer hours per week than other wives and allocated more time per child than other wives. Husbands helped them with child care sometimes or often. Households sacrificed material possessions for children. Findings did not support the inference that low income was due to husband's low earnings but did support the inference that low income might be due to the wives' short work week. The logistic model that controls for hours worked per week and number of years at the present job shows that wives were happiest in their marriage, if wives had high power motivation. Family income was a significant determinant of achievement satisfaction and not of affiliation satisfaction. Nerlove's hypothesis that there is an inverse relationship between wife's level of education and her taste for children was rejected. The wife's motivation toward her husband was an important factor that impacted on her preference for children and for work and her perceived level of utility. Wives who asserted themselves in socially acceptable situations (high in power motivations) were most likely to report having a happier than average marriage. Both affiliative and persuasive affiliative wives took satisfaction in their children's happiness and achievements.     

Job satisfaction and disability: lower expectations about jobs or a matter of health?

This article focuses on the analysis of the reported differentials of job satisfaction for disabled and non-disabled individuals. Using the Spanish data of the European Community Household Panel during the period 1995–2001, we estimate a job satisfaction equation for each group and evaluate job satisfaction differentials through the Oaxaca-Blinder methodology. The results show that disabled individuals are more likely to be more satisfied in their jobs than non-disabled ones, but only after controlling for other variables. Oaxaca-Blinder decomposition shows the greater importance of the returns in job satisfaction for disabled people, which is supported by explanations based on the lower expectations about jobs of disadvantaged groups.      

上市公司管理层报酬--绩效敏感度评估

在现实市场中,公司经理人普遍存在着道德风险和逆向选择问题,为了尽可能地减少由此造成的代理成本,一个相当普遍的策略是对公司管理层实施薪酬激励政策。对中国上市公司管理层报酬—绩效敏感度的实证分析表明:上市公司管理层的报酬——绩效敏感度的离散程度非常高,没有明显的规律性和一致性;相当一部分上市公司的管理层报酬表现出“工资刚性”;公司绩效与管理层报酬——绩效敏感度之间不存在明显关联性。在重构中国企业高管薪酬体系的时候,对这些问题有必要慎重考虑。     

Asymmetric Information and Adverse Selection in Mauritian Slave Auctions

Information asymmetry is a necessary prerequisite for testing adverse selection. This paper applies this sequence of tests to Mauritian slave auctions. The theory of dynamic auctions with private and common values suggests that when an informed participant is known to be active, uninformed bidders will be more aggressive and the selling price will be higher. We conjecture that observable family links between buyer and seller entailed superior information and find a strong price premium when a related buyer purchased a slave, indicative of information asymmetry. We then test for adverse selection using sale motivation. Our results indicate large discounts on voluntary as compared to involuntary sales. Consistent with adverse selection, the market anticipated that predominantly low-productivity slaves would be brought to the market in voluntary sales.