Motivating senior executives 激励高级管理人员时，需注意哪些要点?

　　l Stock options 股票期权

　　l Perquisites/special benefits 特殊待遇

　　When motivating top executives, the offer of stock options is important. Stock options belong to the long-term incentive. With stock ownership, senior executives will have a significant stake in the success of the business. Their fortune will rise and fall with the value they create for share holders, thus linking their efforts to the long-term stock performance and motivating them to develop and use their abilities and contribute their energies to the fullest possible extent.

　　To motivate senior executives, perquisites or special benefits are also important. Perquisites, such as the company car, mobile phone, first-class air travel, large insurance policies, country club membership, company-paid parking, chauffeur service, etc. can be used as a means of demonstrating the executives’ importance to the organization while giving them an incentive to improve their performance. Besides, perks serve as a status symbol inside and outside the company and provide a tax saving to the executives.

　　In addition, base salary, short-term incentives or bonus are also helpful in motivating senior executives.

　　当激励高级管理人员时，提供股票期权是很重要的。股票期权属于长期激励。成为股票持有者，高级管理人员将拥有成功企业的重要股权。成为了股东，他们的命运将随着价值起落。因此他们的努力联系着长期的股票成绩这样激励他们最大限度的发展和运用他们的能力贡献他们的活力。

　　为了激励高层职员，特殊的待遇和福利也很重要。特殊待遇，比如公司用车，手机、头等舱、大额保险政策，乡村俱乐部成员，公司付费停车、司机服务。这些都能证明对高层管理者的重视，给他们这些激励可以改善他们的成绩。除此之外，津贴作为一个身份的象征在公司内外，并为高层提供节税。

　　除此之外，基本工资，短期激励或者奖金也能帮助激励高管。

　　(1) What do you think contribute to the work efficiency of employees?

　　你觉得什么有助于提高员工效率?

　　There are many and various contributable factors, such as financial benefits/bonus, effective training, promising career, cozy working environment, paid holiday, profit-sharing plan, stock options, constant communication between the employer and the employee, flexible work hours, compliments and respect from the supervisor and so on.

　　(2) Why are more and more corporations turning away from fixed forms of compensation in favor of variable pay?

　　为什么越来越多的公司抛弃固定工资而选择采用浮动工资?

　　Because variable pay for employees is based entirely on a pay-for-performance philosophy. In order to qualify for variable pay, employees must reach a minimum level of performance, and this brings pressure and stress to employees to work harder for the organizational performance and success.

　　(3) What’s your opinion of motivating salespeople by salary based on a percentage of sales?

　　以销售佣金的形式激励销售人员，对此你有何想法?

　　It’s a good idea to push salespersons by a straight commission plan. Commission provides maximum incentive, exerting sufficient effort in maximizing their sales volume. Besides it is easy to compute and understand.

　　(4) What are the advantages and disadvantages of motivating producing workers by piecework?

　　以计件方式激励生产一线的员工有何利弊?

　　The most obvious advantage is the increase of production. Under straight piecework, employees tend to harder and quicker for larger amount of products for they receive a certain rate for each unit produced.

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