大多数的人提起“激励”都会与金钱做联想,但是建立有效的激励方案应该从业务人员的真正需求为出发点才是。许多人可能不见得听过John W·Barry的第一条定律:“金钱是完美的管理制度所不可或缺的。”但大多数人对于“激励”都犯了同样短视的毛病——认为业务人员只需要一种激励——金钱,而事实与这种看法有相当大的出入。 Most people mention “motivation” to associate with money, but establishing an effective incentive program should start from the real needs of business people. Many people may not necessarily have heard of John W. Barry’s first law: “Money is essential to a perfect management system.” But most people are equally short-sighted about “incentives.” - It is believed that business people only need an incentive - money, and the facts and opinions are quite different.