学 年 论 文 营销人员的薪酬及激励机制设计Salary and Incentive MechanismDesign for Salesman院系名称： 经济学院专业名称： 人力资源管理学 号: 20241105312学生姓名: 张淑敏指导老师： 辛磊2010 年 07 月 09 日营销人员的薪酬及激励机制设计[摘要］在市场经济环境下，企业间的竞争归根结底是人才的竞争，而如何获得人才、留住人才、用好人才，是企业界公认的难题,其中最为复杂和困难的就是怎样做好人的激励，怎样用好薪酬这把双刃剑。由于市场营销在各企业所体现的重要性和特别性，确立了市场营销人员薪酬设计的重要位置以及其对营销人员有效的激励作用。本文首先对营销人员所特有的个性特征进行剖析，阐述了营销人员薪酬设计重要性，然后对销售人员薪酬及激励制度的现状进行分析，并对销售团队的薪酬激励机制的设计进行进一步探讨，得出结论：在这个世界上没有一种薪酬模式是好还是不好的,只要企业在合适的时候实行了合适的薪酬制度，通过一种机制来完成个人目标的成长和企业目标的实现，这种薪酬制度就是好制度，就是值得企业实行的。［关键字]市场经济，薪酬与激励，现状，机制设计Salary and Incentive Mechanism Design for Salesman［ABSTRACT] In the environment of marketing economy， the basic of competition among enterprises are the competition about person with abilities 。 So how to getting， keeping and utilizing the person ， which had become a difficult problem, and the most complex and difficult point is to motivating effectively and successfully design a suitable salesman’s salary mode。 We find that salary design for salesman is very important, because of importance and particularity of market at the enterprise。 This text proceed from general treatise about the salary concept and affection factor， analyses the especial characteristic of salesman and expatiates on importance of the salary design for salesman and its important function for salesman’s driving, then analyzing the current condition of salary design and incentive mechanism for salesman. Last， I will deeply discus...
