基于“C-2P”模式的薪酬设计研究——以某药业公司销售支持人员的薪酬设计为例

目的:为某药业公司销售支持人员构建薪酬设计方案.方法:分析某药业公司目前薪酬方案存在的问题,构建“C-2P”模式的薪酬设计框架,确定有关参数,并采用层次分析法(AHP)和Delphi法确定相关指标的权重和等级评分.结果:岗位重要性(v)、工作量饱和度(s)和适岗性(m)三个指标加权得到岗位系数(α),综合素质(d)和岗位职责(r)各项指标加权得到绩效系数(β),实际薪酬(W)为工资基数(B)、岗位系数(α)和绩效系数(β)的乘积.结论:此套薪酬设计方案能普遍提高销售支持人员的岗位标准工资,引入绩效考核机制,体现薪酬的公平性和激励性,促进营销团队的稳定与发展,降低企业人才管理成本.

Study on the "C-2P" Salary Model——A Case Study of the Salary Design for Sales Supporters of a Pharmacy Company

Objective:To design reward plan for or sales supporters of a pharmacy company.Methods:Build a" C-2P" salary model on the analysis of current remuneration and set parameters.The weight of the relevant indicators and rating scores are determined through Analytic Hierarchy Process(AHP) and Delphi Method.Results:Actual wage (W) = base wage(B)*posts coefficient(α)*performance coefficient(β).Posts coefficient(α) is composed of weighted post value(v),workload saturation(s) and matching degree(m).Performance coefficient(β) is composed of the weighted quality(d) and responsibilities(r).Conclusion: This reward structure makes a general increase in the average income,promoting stability and development of the marketing team,reducing the cost of talent management. The performance appraisal mechanism satisfies the fairness and motivation of reward.