| ACKNOWLEDGEMENT | 第4-5页 |
| Abstract | 第5-6页 |
| 摘要 | 第7-16页 |
| Chapter I Overview | 第16-19页 |
| 1.1 Background | 第16页 |
| 1.2 Research significance and objectives | 第16-17页 |
| 1.3 Research method | 第17页 |
| 1.4 Logic structure of the paper | 第17-19页 |
| Chapter II Literature Review | 第19-39页 |
| 2.1 Motivation theory basis | 第19-29页 |
| 2.2 Evaluation and motivation system for sales personnel | 第29-37页 |
| 2.3 The function of incentive scheme | 第37-39页 |
| Chapter III Case Description | 第39-52页 |
| 3.1 Introduction of F Company | 第39-41页 |
| 3.2 Condition of F Company’s sales personnel and previous incentive scheme | 第41-47页 |
| 3.3 New salary incentive system for sales personnel in 2016 | 第47-49页 |
| 3.4 Background of the incentive scheme for sales personnel at each stage | 第49-51页 |
| 3.5 Incentive schem of other company in the industry | 第51-52页 |
| Chapter IV Case Analysis | 第52-60页 |
| 4.1 The pure system of commission | 第52-53页 |
| 4.2 Increasing inventory and reducing profit caused by commission | 第53-54页 |
| 4.3 The sales personnel is upset by the great difference from a new system | 第54-58页 |
| 4.4 Lacking of the occupational planning in the incentive system | 第58-60页 |
| Chapter V Innovation point setting for F Company’s innovation system | 第60-66页 |
| 5.1The use of mixed system | 第60-61页 |
| 5.2 Adding racing system | 第61-62页 |
| 5.3 A transitional process in the new and old systems | 第62-63页 |
| 5.4 Create the career planning of sales personnel | 第63页 |
| 5.5 The reference mode for motivation system of F Company | 第63-66页 |
| Chapter IV Conclusion and Inspiration | 第66-70页 |
| REFERENCES | 第70-71页 |
