第07章 基金行业销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
摘要
中国的基金业经过不到十年的发展,管理资产从零迅速扩张到 06 年底的
5000 亿以上。面对非成熟的市场,面对非常态的规模扩张,面对业内高居不下
的基金销售人员流动率,如何建立有针对性的薪酬激励机制,提高销售人员的满
意度,稳定和发展高绩效销售团队,都是目前全行业共同关注和探讨的问题。
本文采用理论研究和实证研究相结合的研究方法,通过对薪酬设计理论、激
励理论以及绩效管理理论的回顾,借鉴和分析国内外相关行业的销售人员薪酬体
系,以富国基金管理有限公司为研究对象,分析和总结其过往以及当前的薪酬体
系,通过对其基本薪酬、浮动薪酬以及绩效管理三方面的再设计,重新构建以打
造高绩效团队、支持公司持续发展、关注专业营销为目标的三方位薪酬激励体系。
本文共分为五章内容,基本框架如下:
第一章阐述了选题的由来,研究的目的以及研究的意义;
第二章回顾了薪酬管理的相关理论,并结合个人的实践经验予以分析和总
结;
第三章重点探讨针对销售人员的薪酬体系模式;
第四章是整个论文的主体部分:首先介绍行业、公司以及销售团队的背景;
其次回顾和分析国外相关行业以及研究对象的销售人员薪酬体系;昀后针对上述
分析中存在的问题,运用相关的理论知识,提出合理的解决方案并建立三方位的
薪酬激励体系。
第五章为论文的结尾部分,简要分析了该套体系的价值以及研究中存在的不
足。
关键词:基金;销售;薪酬;激励
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 mon
issue under discussion that how to establish pensation 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 pensation 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 pensation design
theories, motivation theories and performance management theories. Fullgoal fund
pany 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 pensation managementThe third chapter focuses on discussing the pay incentive mode