基金行业售人员薪酬激励体系再设计.doc

基金行业销售人员薪酬激励体系再设计 1 Abstract With the development of China’s fund industry in less than a decade, its assets value under management rapidly expanded from zero to 500 billion by the end of 2006 .In the face of immature markets, in the face of abnormal expansion of the assets value under management, in the face of the high sales staff’s turnover, it is a common issue under discussion that how to establish a compensation incentive system to enhance sales satisfaction, to maintain and develop high-performance sales team The paper use the method of theoretical research and empirical studies to establish a compensation incentive system of sales staff which focus on building a high performance sales team, supporting the sustainable development and concerning about the professional sales by reviewing and handling the compensation design theories, motivation theories and performance management theories. Fullgoal fund management company is our study object and we do redesign the basic salary, float salary and performance management by using the relevant theories and experienceThis paper is divided into five chapters. The fundamental framework is as follows: The first chapter sets forth the reasons why the topic was chosen and the study’s significance The second chapter reviews the theories about compensation managementThe third chapter focuses on discussing the pay incentive modes of sales staffThe fourth chapter is the main body of the whole paper. First, we review the background on the industry, the company and the sales team. Second, we review and analyse the sales compensation system of the foreign related industries and the study company. Last, we analyse the questions mentioned above and use the theories in point to establish a reasonable compensation incentive system from three directions The fifth chapter is the last part of the paper which briefly concludes the value and deficiencies of the incentive system Key words: fund;sales;compensation;incen