Research on Incentive Methods on Sales Staff in Small and Medium Enterprises

The small and medium enterprises (SMEs) have played a more and more important role in promoting national economic growth. For this reason, China´s government has strongly supported the development of SMEs. Needless to say, the goals of SMEs´ development can not be achieved without carrying out the appropriate marketing strategy. In recent years, the problems that SMEs are facing are mainly about human resource management and incentive methods to stimulate the marketing staff. An increasing number of researchers and practitioners are beginning to realize that it is far more important for enterprise´s development to establish a set of effective incentive system and adopt appropriate ways or means to stimulate the sales personnel. This paper studied the problems existing in incentive system on sales staff in SMEs, it explored the approaches to establish an effective incentive system with the hope that it may offer some beneficiary suggestions for SMEs´ incentive management.