Discussion on Influencing Factors of Front-line Salespeople’s Empowerment Readiness in Small and Medium-sized Enterprises

As a new means of management, empowerment has received the attention of small and mediumsized enterprises. Managers in small and medium-sized enterprises empower front-line salespeople, which will make front-line salespeople grasp the moment of truth, improve the on-site contact quality between salespeople and customers, increase customer satisfaction, bring the improvement of sales performance of front-line salespeople and small and medium-sized enterprises. More and more small and medium-sized enterprises have empowered their own front-line salespeople. And managers in small and medium-sized enterprises are more concerned with the issues which employees in small and medium-sized enterprises suit to be empowered and which factors will influence employee empowerment readiness. This paper proposes the definition of front-line salespeople’s empowerment readiness, analyzes influencing factors of front-line salespeople’s empowerment readiness, discusses the effect mechanism of influencing factors of front-line salespeople’s empowerment readiness, finally, and puts forward some suggestions to enhance front-line salespeople’s empowerment readiness from the perspective of human resource management practice.