外文翻譯----委托銷售人員的薪酬管理(文件)
【正文】 t. Once an organisation finds out what is most important to their employees, the organisation can start putting together a pensation plan that satisfies every one. Usually an organisation’s main goal is to increase productivity and profit, while reducing costs and making employees happy. Most employees in an organisation are paid a base salary or hourly wage, which is easily manageable. But, almost every organisation in the world has a sales force. Sales employees need to be pensated in a way that will motivate them to produce high amounts of revenue. This article will focus on some different types of pensation plans that organisations can implement, as well as some examples of organisations that are already managing certain types of pensation plans. This article will also suggest ways to manage these pensation plans for missioned sales employees , discuss whether they are effective or ineffective among missioned sales employees and which is the best way to manage pensation plans of missioned sales employees. Managing Different Types of Compensation Plans There are many types of pensation plans for missioned sales employees. Organisations have implemented new pensation plans as well as continued with older pensation plans. Depending on the organisation, each pensation plan should be specific to each employee. The first pensation plan I would like to discuss is that of a base salary with extra mission ing from attainment of goals. Currently the Orange County Register uses this pensation plan to motivate its sales employees to produce. Each sales associate is given a base pay and an opportunity to make an unlimited amount of money through mission. The Orange County Register has many different media products in which, all sales employees sell advertising space in many different publications. Each product has a certain percentage of the sale that the sales employee can make in mission. Each employee is given a goal that is mensurate with his or her performance from the previous year. The sales employee does not receive missions on each product sold for the month unless 100% of the goal has been met. The goal of this plan is to motivate employees to hit 100% of their goal so that they will make more money. Each year the goal is met, the sales employee’s goal is set higher the next year based on how high their revenue was the year before. This is all very well until the goals of the sales employees bee outrageous and unattainable. Sales employees at the Orange County Register have found a way to manipulate the goal setting process. The sales employees stop selling once they pass their
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