The Optimization Scheme of HZ Company’s Sales Staff Salary System

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Title: The Optimization Scheme of HZ Company’s Sales Staff Salary System

Author: Hu Jiaqing

Advisor: Dr. Zhang Li

Degree: Master of Business Administration

Major: International Business Management

Faculty: บัณฑิตวิทยาลัย (Graduate School)

Academic year: 2566 (2023)

Published: The 15th National and International Academic Conference “Creating Shared-Value and innovation for sustainability” (pp.1701-1709) คลิก  PDF 


Abstract

Based on the SWOT analysis, the purpose of this paper was to study the optimization of the compensation system of sales staff in HZ Company. The three research objectives of this study were: 1) To analyze the current situation of key compensation system of sales staff in HZ Company; 2) To analyze the SWOT analysis of the compensation system of sales staff in HZ Company; 3) To propose optimization suggestions for the compensation system of sales staff in HZ Company.

The documentary research method was used in this study, comprehensively analysing the internal data of HZ company, industry reports and studies and literature review through the design and implementation of SWOT analysis method. The advantages, disadvantages, opportunities, and threats of HZ company’s sales staff compensation system are comprehensively and deeply studied.

The findings of this study were: 1) The current situation of HZ Company was as follows: the sales team of HZ Company was divided into the main customer sales team and the regional customer sales team, and the sales staff occupied 56% of the total number of people in the marketing department. The average age of the sales staff was high, and their education level was high. The company’s remuneration model was “basic salary + business commission + bonus”, but the scope of implementation was limited, and some personnel still relied on fixed salary plus a certain percentage of business commission; 2) The SWOT analysis of the compensation system of sales staff in HZ Company showed that HZ Company had the potential to maximize market opportunities, mitigate threats, and improve the performance and competitiveness of its sales team through the optimization of the remuneration system, implementation of standardized management practices, promotion of digital transformation, and emphasis on talent development; 3) Suggestions for the compensation system of sales staff in HZ Company: Based on market conditions, job value, ability status, and performance contribution, salaries were set for employees. Salary levels were designed using broadband salary ideas, and different salary modes and structures were established based on the value creation of sales positions at various levels. The company implemented a leading salary competition strategy and a following competition strategy. In conclusion, measures were taken to ensure the smooth implementation of the new program, systematically solve issues with HZ’s sales staff remuneration system, and activate the sales staff’s vitality and potential.

Keywords: : HZ Company; Sales Staff; Compensation System; SWOT Analysis.


The Optimization Scheme Of HZ Company’s Sales Staff Salary System /

6417195057 Hu Jiaqing 2566 (2023) The Optimization Scheme Of HZ Company’s Sales Staff Salary System สารนิพนธ์ (Independent Study), Advisor: Dr. Zhang Li, ปริญญาโท (Master’s Degree), บัณฑิตวิทยาลัย (Graduate School), Master of Business Administration, International Business Management, Bangkok: Siam University

Academic Year 2023, Graduate School 2023, IMBA, IMBA 2023, Independent Study, Independent Study 2023, Master of Business Administration, Master of Business Administration (International Program) 2023, Master of Business Administration 2023, ปริญญาโท (Master’s Degree), บัณฑิตวิทยาลัย (Graduate School), Master of Business Administration,International Business Management

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