| ACKNOWLEDGEMENTS | 第4-5页 |
| ABSTRACT | 第5页 |
| 摘要 | 第6-15页 |
| 1. INTRODUCTION | 第15-17页 |
| 1.1 The Aim of the Thesis | 第15页 |
| 1.2 The Significance of the Thesis | 第15页 |
| 1.3 Research Methods of the Thesis | 第15页 |
| 1.4 The Logical Structure of the Thesis | 第15-17页 |
| 2. LITERATURE REVIEW | 第17-28页 |
| 2.1 The Salespersons Definition | 第17-18页 |
| 2.2 Frederick Herzberg’s Two-Factor Theory | 第18-21页 |
| 2.3 The Incentive and Expectancy Theory | 第21-25页 |
| 2.4 The Deficiencies of Previous Research and Author Views | 第25-28页 |
| 3. CASE DESCRIPTION | 第28-40页 |
| 3.1 Company History | 第28页 |
| 3.2 Company Structure | 第28-32页 |
| 3.2.1 Festo’s 5 Sales Zones in Greater China | 第31页 |
| 3.2.2 Festo’s Service Network in Greater China | 第31-32页 |
| 3.3 Current Situation of Festo’s Sales Performance Appraisal | 第32-35页 |
| 3.3.1 Current Situation of Festo’s human resource department | 第32-34页 |
| 3.3.2 Current Situation of Festo’s Sales Incentive Scheme | 第34-35页 |
| 3.4 Main Challenges Being Faced by Festo | 第35-40页 |
| 3.4.1 Single and Differentiation-Lacking Sales Incentive Method | 第36-38页 |
| 3.4.2 Imperfect Performance Appraisal System for Salespersons | 第38-40页 |
| 4. CASE ANALYSIS | 第40-50页 |
| 4.1 Analysis based on Two-factor Theory | 第40-44页 |
| 4.2 The Function of Motivational Factors to An Efficient Incentive Scheme | 第44-50页 |
| 4.2.1 The Benefits of Complex Incentive Scheme in Incentive Factors | 第47-48页 |
| 4.2.2 The Significance of Performance Appraisal in Incentive Factors | 第48-50页 |
| 5. SUGGESTIONS | 第50-78页 |
| 5.1 Setting up an Effective Incentive Scheme | 第57-66页 |
| 5.1.1 Setting a Rank Incentive Scheme | 第58-64页 |
| 5.1.2 Making Out a Perfect Promotion System | 第64-66页 |
| 5.2 The Implementation and Recommendation of The New Incentive Mechanism | 第66-78页 |
| 5.2.1 Implementing an Effective Performance Appraisal System | 第66-76页 |
| 5.2.2 How To Do A Successful Performance Appraisal Interview | 第76-78页 |
| 6. CONCLUSION | 第78-79页 |
| REFERENCES | 第79-80页 |
