Research on Performance Related Pay for Project Marketing Staff

摘要

The project marketing staff is a special group of marketing staff. The project marketing staff's performance appraisal is an important and distinct managerial issue, because the project marketing possesses some characteristics, including uncertainty about the information of parties involved, customer-specific procurement procedures, long multi-stage transaction period, separation between sales and implementation, and the like. Based on the analysis of the existing commission performance system, some improving propositions on designing performance related pay system for marketing staff are put forward. While designing a pay system, some factors should be considered, such as relationships between stages in the project, continuity of the pay system, work passion to stimulate project marketing staff continuously and so on.