销售管理中最复杂的部分莫过于薪酬激励机制的没计(见图1)。“利用激励机制来达到有效的销售团队管理的目的,是一把双刃剑。一方面正确的薪酬激励计划可以激发销售团队并为他们努力达到富有挑战性的目标而注入能量。而另一方面,激励制度可能会激发唯利是图、贪婪的销信行为。”ZS公司负责全球薪酬设计和管理业务的主管合伙人Chris Arzt先生说,“在中国,我们还发现薪酬总额中的大部分是奖金部分的。这虽然极具 The most complicated part of sales management is nonexistence of pay incentives (see Figure 1). ”The use of incentives to achieve effective sales team management is a double-edged sword, on the one hand the right pay incentive plan can motivate the sales force and inject energy into their efforts to achieve challenging goals.“ Another Incentives may inspire lucrative, greedy sales. ”Chris Arzt, ZS’s managing partner in charge of global payroll design and management, said:" In China, we also found that most of the payroll was Bonus part of this