委托销售员工的薪酬管理[文献翻译]

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1、外文题目CompensationManagementofCommissionedsalesEmployees外文出处ManagementResearchNews外文作者ChristopherJ.Shipley,BrianH.Kleiner原文：CompensationManagementofCommissionedSalesEmployeesChristopherJ.Shipley,BrianH.KleinerAbstractThepurposeofthisarticleistorecognizethedifferenttypeso

2、fcompensationprogrammesforcommissionedsalesemployeesandtoestablishwaystomanagetheseprogrammesinaneverchangingbusinessenvironment.Thisarticlewillidentifycompanieswhousecompensationprogrammesfortheircommissionedsalesemployees.Thisarticlewillalsocompareandcontrastthediffe

3、rencesbetweenthecompany’sdifferentcompensationplans.Compensationmanagementisbecomingincreasinglymoredifficultfororganizationstocontrolbecausesalesemployeesarewantingmoreandmore.Managersneedtofindoutwhatsalesemployeeswantandgiveittotheminawaythatisfairandspecific.Beings

4、pecificincompensationandincentiveplansisbecomingthenewmethodformanagerstofollow,whileatthesametimepromotingateamatmosphereamongsalesemployees.Resultsforcompensationmanagementofcommissionedsalesemployeesdonotpointtoonebestmethod,butmanagersareencouragingsalesemployeesto

5、workasagroupandnotagainsteachother.Thiswouldcreatecamaraderieamongemployees,thusenhancingtheworkenvironmentandincreasingqualityandquantityofsales.Motivatingemployeesintheprivateandpublicsectorscanbeadifficulttask.Fortunately,theprivatesectorhastheabilitytooffercompensa

6、tionplanstosalesemployeesthatinvolvecompetitiveincentives.Beforecompaniesareabletoofferincentivestotheiremployeestheyneedtodecidewhichisthebestfitandthemostmanageableforthem.Manycompensationplanscanbecometoocostlyforcompanies.Companiesneedtobeabletomanagecompensationof

7、commissionedsalesemployeesinawaythatwillmaximizeprofitandmotivateemployeestoproduce.Companiescandesigntheirowncompensationplanortheycancontractouttoaconsultingfirmthatspecialisesincompensationmanagementofcommissionedsalesemployees.Eachsalesorganizationisdifferent,butal

8、lsharecommonneedsintheirrewardplans.Salescompensationhasnewideasandchangeseveryyear.Noneofthesenewideasarearealchange