“漏,,是心理学中一个术语,是指用来刺激对人类行为的心理过程。在F1常的企业管
理中,就是通过调动多种手段来激发员工的主观能动性和创造力’来达到企业的目标。

随着当今社会生产力的大发展,企业成长的内在和外在限制因素有很多种,
其中现行的过时的激励体系和企业成长战略不能良好融合是比较常见的因素。CM
公司作为重工产品销售服务型公司,公司的主要发展动力是由大批销售人员的工
作来提供,那么公司要想健康快速的成长,认真对待销售人员的人力资源甄选、
培育以及后期的科学利用就显得尤为重要,而为了提升对人力资源整体使用成效,
势必要具备一套完整而富有效率的激励体系。本研究针对CM公司销售人员的激励
体系进行研究,选题对于该公司具有重要的实践意义。

论文由五个部分组成。主要应用了文献检索、案例研究以及与被访对象深度
访谈等方法,涵盖了现有理论借鉴和实证分析两大部分。第一章绪论部分提出问
题,指明论文的研究背景以及研究意义;国内外研究现状;研究方法和论文创新
点。文章第二部分是相关理论知识的介绍。这里主要介绍了激励体系的相关理论;
对于销售人员的概念界定以及销售人员目前在激励问题上面存在的主要问题。文
章第三部分是论文的重点章节。这一部分主要对CM公司的销售人员的激励体系进
行分析。并且用调查问卷的形式对公司销售人员激励满意度进行调查,最后找出
该公司激励体系中存在的问题。第四部分是基于第三部分中存在的问题,提出相
关优化激励的方案。文章第五部分为总结与展望,这一部分首先对激励机制的评
价效果进行了分析,然后又找出了相关的不足,最后提出了下一步的相关研究。

对于CM公司销售人员的薪酬体系、职业规划体系、培训体系方面等激励体系
进行合理优化研究,对公司努力进一步开拓中国市场份额的目标提供了人力资源
方面的强劲动力,对国内柴油机领域的销售人员激励体系的构建具有一定的参考
意义。

关键词:激励体系;销售服务型公司;销售人员;员工满意度
Abstract
The key power of enterprise management is human resource; incentive is an
indispensable tool for human resource management, and key drive for enterprise's
healthy development. “Incentive” is a term of psychology; use to encourage the better
behavior, and during the routine enterprise managing, use many measures to encourage
the employees' initiative and creative to achieve the enterprise's target.
Currently, there have a lot of internal and external factors to restrain enterprises'
growth, including the incentives mechanism running condition and business
development goals do not match which becoming one of the increasingly apparent
contradiction. As a sale and service enterprise, CM company want further development,
one of the key issues to be solved is that the human resource development, training and
effective use, and to fulfill the improvement of the overall effectiveness of human
resources, we must establish a complete and effective incentive mechanism. The thesis
has great practical significance for the company.
The article focused on the research of human resources incentives management.
The thesis is divided into five parts. Included theoretical assist and case analyze two
parts. The first part of the article traced out the question, a brief introduction of the
research background and research significance, research situation of foreign and inland,
research methods and innovative point. The second part of the article is the introduction
of relative theory and knowledge. Introduces the theory of incentives; definition of the
concept of the sales staff, and the sales staffs incentive currently exists above
mentioned main problems. The third part of the article is the important chapters of the
thesis. This part mainly analyzed the CM Company's sales staff incentive system. First
introduced CM Company, and then analyzes the company's marketing organization
system, followed by analysis of the company's existing incentives problems. And
investigated the sales staff s satisfaction on performance of company incentive system
by the way of questionnaire form,and finally find out the problems in the company
incentives mechanism. The fourth part issued the optimization design of the company
incentives mechanism based on the defections mentioned in the third part. This part
firstly introduces the incentives optimization principles. Finally analyzed optimization
design which focus on remuneration, career planning and staff training respectively in
detail. The fifth part is the article of summary and outlook, finally,mentioned about the
next step to be researched.
The incentive mechanism optimizing researching for the CM Company have the
great reference to the inland diesel engine realm and a great improvement for the
company development from the human recourse.
Keywords: incentives; sale and Service Company; sales staff; employee satisfaction