外文翻译----委托销售人员的薪酬管理(编辑修改稿)

外文翻译----委托销售人员的薪酬管理(编辑修改稿)内容摘要：

is and implement some kind of standard for goal setting. Each sales employee should be expected to reach their goal and pass it by 15% each year. Even if the sales employees pass their goal by 16%, the pany is getting more productivity out of them each year for each product the Orange County Register has. The sales employee should be given a higher mission if he/she were to surpass their goal by a higher percentage. The next example of a pensation plan has been implemented by an organisation called MacArthur Associates. This pany has adopted a pensation plan that does not offer any type of missions. MacArhur Associates is a technical recruiting firm that specializes in placing high quality puter programmers into jobs with Fortune 500 panies. This organisation prides itself in its pensation plan because they believe that it makes their employees feel fortable from month to month even when their numbers are low. This organisation’s pensation plan consists of starting each sales associate out at a base pay. Each month the sales employee is required to close four deals. When this is pleted, the sales employee receives a raise of $6,000 onto their yearly salary. This sounds like a great pensation plan, but what about that employee that is unable to make four deals in one month. Let us say that this sales employee has only been able to do three a month. The organisation should set up a plan that is specific to the employee. The employee’s performance should be measured each month and he/she should have goals set that are attainable by that employee. This organisation should use the new trend in incentive pay plans, which is to direct incentives to specific classes of employees (Abbott, Kleiner: 16). The organisation should start new sales employees at the lowest level and should have to only make one deal in their first month and their salary should only be increased by $1000. Next, when the sales employee can do two deals in a month he/she should be moved up to the next class of sales employees and have their salary increased by $2020. This should continue into three deals a month for $3000, four deals a month for $4000, etc... This makes the goals attainable and gives the sales employee a reason to build his or her skills and increase productivity for the organisation. With the amount of money that the organisation brings in from deals closed by its sales employees, it should be able to reduce costs by adjusting it’s pensation plan for missioned sales employees. The last example of a pensation plan for missioned sales employees is that of a real estate agent. In most real estate org。