Spontaneous Sales Incentive Program Study

• Main Authors: Cheng-Ta Yang, 楊正大
• Other Authors: 郭瑞祥
• Format: Others
• Language: zh-TW
• Published: 2017
• Online Access: http://ndltd.ncl.edu.tw/handle/5462ey

碩士 === 國立臺灣大學 === 商學組 === 105 === Sales department is a key team to develop business, and sales incentive program is an influential element navigating the behavior of sales people. Although the traditional sales incentive program provides encouragous effect, it more replies on sales management in hope that the behavior of sales can comply with the demand of enterprises, and the most obvious examples are the prediction of performance and the self-management of sales. Usually, due to the performance promised by sales person may not be achieved, companies cannot predict performance accurately and they have to try various methods to pilot sales persons to constantly challenge higher targets, which will bring high management cost for the companies. In accordance to the above context, the research puts forward a spontaneous sales incentive program in hope of improving traditional sales system. Sales persons can actively participate in the implementation of sales incentive program. It can be expected that sales people can be piloted to set more accurate performance target and encouraged to challenge higher performance target after the spontaneous sales incentive program is implemented. Through reviewing the relevant references of sales incentive programs, the research integrates the main points of the incentive system designs: reflecting employees’ endeavor in a reasonable and fair manner, satisfying employees’ sense of achievement; covering employees’ autonomy, navigating employees’ autonomous behavior towards work. In accordance to these main points and companied by the demand of accurate forecast of performance of companies, the research puts forward the concept and calculation model of spontaneous sales incentive program. Through sales persons’ spontaneous setting of performance targets, the spontaneous sales incentive program accomplishes the final reward received coherent to the setting of the targets, and employees can more actively participate in the setting of performance targets. As a result, employees will be endowed with inner momentum to achieve performance targets. In addition, employees can obtain maximized reward and bonus. If sales persons achieve same performance with inaccurate performance targets, their bonus will be discounted, and therefore they will try their best to avoid achieving actual performance below targets, and instead they will raise the set target. From the demonstration of this research, it can be known that spontaneous sales incentive program can actually pilot sales persons to set reasonable performance targets and actually allow them to achieve targets, enable sales persons to accurately predict performance, to reduce the management cost of company, and to effectively avoid the disadvantages of traditional sales incentive program. Through reallocating bonus, sales people can obtain maximized rewards only when performance targets are accurately set. Hopefully, the presented system can assist company in resolving current sales system dilemma and creating a win-win situation between company and sales people.