ERG理论在纠正企业销售人员“激励扭曲”中的应用

ERG Theory in the Application in Enterprise Sales Force to Correct "Incentive-distorting"

根据销售人员的工作特征与管理特点,将销售人员按照从业时间的长短划分为不同的职业生涯阶段,运用ERG理论分析出对于不同销售生涯阶段销售人员的需求与期望,并根据不同的期望制定相应的激励机制进行激励,实现"按需激励",从而真正达到激励的目的。

The essay first deals with the twisting stimulation for vendition staff, analyses the underlying reasons of this phenomenon and then puts forward feasible solutions on the basis of the ERG theory. The author tries to classify vendition staff according to the length of working time and uses the theory to study the requests and expectations of rendition staff at different career stages, thus draws the conclusion that inspiring on the basis of the different requests and expectations of rendition staff is vital to achieve the purpose of stimulation.