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。

The Incentive Model of Salesmen

Salesmen are one of peculiar groups in enterprises. Their performance is very important for an enterprise. How does an enterprise stimulate the personnel？ This is truly a challenge for enterprise. The paper thinks it is a good way to connect salesman＂ s compensation with performance. However, when designing incentive mechanism, the enterprise should consider their types of risk and to the job risk. Besides, the enterprise should provide fixed selling expenses to keep the selling expenses swelling within limits.