销售人员有效激励方式的探索性研究

本文以激励理论为指导、以问卷调查的方式为手段、以南昌零售销售员为样本,探索了有效激励销售人员的激励方式组合,指出在对销售人员进行激励时要将经济性激励与非经济性激励相结合,分清其需要的主次,针对个体差异实行差异化激励,并随时代、环境的变化进行动态化激励,以满足其个性化需要。

This article uses motivation theory as a guide, a questi - onnaire to survey the effective ways to motivate the salespersons, and uses retail sellers taking in Nanchang as the sample. It has explored the effective motivation mode combination and has pointed out in driving to the salespersons salary motivations should be together to the non- salary motivations, and primary need and secondary need should be distinct clearly, and individual differences should be considering, and all motivations should be raring with generational, environmental changes.