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1、销售分公司考核激励制度（Sales branch, appraisal, incentive system）Sales branch, appraisal, incentive systemI. PrefaceIn order to improve the incentive mechanism of the Group sales company assessment, through assessment and incentive to conduct a comprehensive system of sales company, fully mobilize the enthusia
2、sm of sales, increase sales and marketing management, market sales department drafted the sales company appraisal and incentive system, from the sales performance and market management and market development of the three aspects of the system of sales company to carry out comprehensive assessment, a
3、nd strive to achieve a comprehensive, scientific and easy to operate.Two, sales branch appraisal incentive system formulation principle1, the principle of fairnessThis system with the sales company mainly responsible for project assessment and evaluation index system, the data of assessment methods,
4、 reduce man-made interference and subjectivity of evaluation and reward of each branch company are focusing on the principle of fairness.2, the combination of process and result incentiveThe system takes the quarterly as an assessment cycle, a comprehensive evaluation at the end of the year, and qua
5、rterly assessment incentive as the main basis for the annual comprehensive assessment, mainly based on process incentives and results incentives.3, the principle of combining material motivation with spiritual motivationThis system aims to stimulate the enthusiasm of employees from two aspects of ma
6、terial motivation and spiritual encouragement, and guide the correct working concept and working methods of sales staff through examination and incentive system.Three quarterly assessment items and weight description1, assessment items, assessment content and weightAssessing the content weight of pr
7、oject evaluationSales performance, complete the companys sales, sales volume and return target. 70%Market management, channel management, customer management, maintenance and sales team building. 15%Market development, new product sales and customer development volume 15%2, quarterly assessment proj
8、ect breakdown2.1 sales performance evaluation items and benchmarkSales performanceAssessment, content evaluation, benchmarkAccording to the sales of live goods, frozen goods, sea cucumber, ready to eat products in four categories, according to the quarterly sales target, to complete the rate as the
9、basis for assessment, the single company important products, such as bottom sowing shellfish, cage aquaculture shellfish, abalone, abalone and other special bottom sowing rate assessment. SixtySales according to the companys quarterly sales target, based on the completion rate, and sales assessment
10、methods for assessment. ThirtyThe rate of return is based on the target of the rate of return set by the company, and examines the rate of return of the sales branch. Ten2.2 market management examination sub items and benchmarkMarket managementAssessment, content evaluation, benchmarkDealer Chuanhuo
11、 channel management the phenomenon of illegal operations, the market price management. Fortycustomer managementAnd maintenance mainly based on customer satisfaction index as the basis for evaluation. ThirtyTeam building, team responsibility, team quality improvement and training, follow the company
12、rules and regulations. Thirty2.3 market development, assessment, sub items and benchmarkmarket developmentAssessment, content evaluation, benchmarkNew product sales company encourages sales of new products to promote sales, accounting for the proportion of sales of the company as the main basis for
13、evaluation. FiftyCustomer development is based on the number of new customers developed during the quarter. FiftyFour, quarterly sales performance evaluation scoring method1 and quarterly sales performance statisticsAssessment itemsQuarterly sales of product category QuarterlyTask target (ton) actua
14、l completion (ton) completion rate, ki (), task target (yuan), actual completion (yuan), completion rate Ti ()liveBottom sow abaloneCultured abaloneBottom shellfishCage shellfishOther live goodsTotalFrozen goodssea cucumberready meal productsThe rate of return, the rate of return of the company, the
15、 index A, the actual rate of returnQuarterly sales performance review:The 1.1 quarter product tables in sales performance evaluation separately according to the plan developed by the company shall calculate the target completion rate, no single product categories to other products or directly by pro
16、duct categories for assessment.1.2, the sales of the company in the quarterly sales performance statistics in the specific product categories due to market differences exist, such as Guangzhou branch is currently selling aquaculture abalone,Sales of other products of the company are not rigid requir
17、ements, so the only assessment of abalone products, the sale of other products are not examined. Other sales companies may, according to the actual situation of the sales task assigned by the company, determine the specific product assessment items.1.3 all the total items are not examined and are on
18、ly used as visual reference data for statistics.1.4 sea cucumbers and instant products are examined only by sales, and sales are for visual reference only.1.5, the rate of return refers to the maturity of this quarter, outstanding accounts for the proportion of sales in the quarter, the last quarter
19、 is not scheduled for the payment of the goods rolling into the next quarter, until the settlement so far.2, quarterly sales performance evaluation methodSales performance evaluation formulaSales performanceThe evaluation formula of the sub item evaluation score is explainedSales 60 * Sigma ki/N1(I
20、from 1 to N1) N1 refers to the product category number determined by the quarterly sales performance statistics,Sigma Ki refers to the sum of the quarterly sales completion rate of N1 items.Sales volume 30 * Sigma ti/N2(I from 1 to N2) N2 refers to the product category number determined by the quart
21、erly sales performance statistics,Sigma ti refers to the sum of the quarterly sales completion rate of N2 items.Back payment rate of 10 - (X% - A%) * 100X refers to the actual quarterly return of sales branch,A refers to the companys quarterly actual return rate index.3 and quarterly performance app
22、raisal formSales performanceAssessment of sub items, product category, detailed sales companySelf rating companyFinal scoreTest scoreSales volumeSales volumeBack payment rateQuarterly performance appraisal totalFive, quarterly market management assessment scoring method1, quarterly market management
23、 evaluation criteriaEvaluation projectContent breakdown benchmarkScoring standardchannelDealer management 20 dealers a branch due to mismanagement and other illegal operations Cuanhuo deducted 5 pointsPrice management situation 20, a violation of price, operation deduction of 5 pointsCustomerManage
24、customer satisfaction 30 scoring formula: 30 * M/100M refers to the customer satisfaction score measured by the companys quarterly customer satisfaction indexteamThe responsibility of the construction team shall be summarized and evaluated collectively within the branch within 10Team business qualit
25、y improvement and training 10, each quarter by the branch organization at least two times of internal training, lack of a deduction of 5 pointsComply with the companys rules and regulations, 10, once a violation of the companys rules and regulations, and the company criticized or instructed to corre
26、ct the situation, 5 points deducted2 and quarterly market management examination scoring formEvaluation projectContent breakdown benchmarkScore companySelf rating companyFinal scoreTest scorechannelManage dealer management 20Price management situation 20CustomerManage customer satisfaction 30teamRes
27、ponsibility of the construction team 10Promotion and training of team business quality 10Comply with company rules and regulations 10Quarterly market management assessment score of 100Six, quarterly market development, assessment, scoring, calculation methods1, quarterly market development evaluatio
28、n criteriaContent benchmark of evaluation projectScoring standardThe new sales company to encourage the promotion of the new product sales of 50 new sales in total sales income percentage of each evaluation score was 20, when the new quarter sales accounted for 2.5 of total sales, the scores for the
29、 benchmark score of 50 points, scoring no limit.New customers develop new customers, the number of developers in the 50 quarter to develop a new customer score of 25 points, the development of two new customers in the quarter can get a benchmark score of 50 points, no limit.Market development evalua
30、tion notes:1.1 the new products encouraged by the company shall mean products which are relatively small in the original sales of each branch company or belong to the market gap, and may not necessarily refer to the newly developed products of the company, such as ready to eat products. According to
31、 the market situation, the company will plan the new products of each branch company at the appropriate time. The new products planned for 2005 will be detailed in the list of new products in 2005.List of new products of sales branch in 2005New product description of sales branchNortheastSales branc
32、h 1, ready to eat products2, support new development of golden purification and function of live variety keeper golden development new sales company sales need to provide a detailed description of the sales, this applies to other branch.BeijingSales branch 1, ready to eat products2 abalone3, sea cuc
33、umber4, relying on the new development of golden purification and keeper function live abalone and sea cucumber varieties refers to 2005 2004 annual sales exceeded sales, as sales of new products included in the fourth quarter assessment.ShanghaiSales branch 1, ready to eat products2 abalone3, sea c
34、ucumber4, relying on the new development of golden purification and function of live variety shows keeper.GuangzhouSales branch 1, ready to eat products2, sea cucumber3, relying on the new development of golden purification and function of live variety shows the keeper as above, only to remove as a
35、new category of abalone.1.2, the number of new customer development refers to the formation of stable customer relations in the quarter and long-term cooperation customers, sales branch to provide customer files as the basis for evaluation.2, quarterly market development assessment scoreBenchmark of
36、 evaluation itemsSales by valueProportional companySelf rating companyFinal scoreTest scoreNew product sales 50%Benchmark of evaluation itemsScore customersDevelopment quantity branch companySelf rating companyFinal scoreTest scoreNew customer development 50market developmentTotal scoreNote: sales b
37、ranch should provide detailed description of sales of new products.Seven and quarterly comprehensive evaluation scores1 and quarterly comprehensive examination score calculation methodTo determine the final sales performance, market management, market development of the three assessment items, scori
38、ng, multiplied by the weight of the assessment items for the quarters comprehensive assessment scores.Comprehensive evaluation scores = quarter quarter sales total test score * 70% quarter market management test score total * 15% quarter market development test score total * 15% points2, bonus incen
39、tive systemA company with the best quarterly team name in the incentive system, plus two points for each of the best titles.3, FS:PAGE quarterly comprehensive evaluation score calculation formAssessing project weights quarterly finalThe score after the test is weightedSales performance 70%Marketing
40、management 15%Market development 15%PlusQuarterly synthesisAssessment scoresExplanation: the weighted scores = the weights of each items final score *Eight, quarterly assessment incentive policy1, material incentives1.1 degree assessment scores by 90 points set as a reference set per person for the
41、unit of bonuses, the number of personnel in the sales company for the series number, more than 90 points per cent each part increased bonus 300 yuan, less than 90 per cent per person reduced 200 yuan bonus.1.2 scoring system, the first quarter of the sales company, an additional reward of 1000 yuan
42、per personBonus calculation form for the 1.3 quarterSales branchQuarterly consolidated in number of peopleThe score is above the base scoreBonus per person, quarterly comprehensive evaluation, first prize, quarterly bonus of sales branchOne yuan yuan90 points per person quarterly bonus base beyond b
43、enchmarkScore deficiency benchmarkEach deduction of bonus will be issued by each personQuarterly bonus yuan4500 Yuan Yuan YuanExplain：Because company mechanism may be in accordance with a fixed monthly payroll and bonus amount, and sales company for each quarter in the first half of the year will be
44、 the difference between the actual bonus or by the end of the replacement, the actual amount of bonus sales company according to the quarterly bonus calculation table to understand the companys quarterly.The total bonus in the four quarter was 70% of the total annual bonus.The distribution mechanism
45、 within the sales branch is allocated according to the results of the monthly appraisal of the human resources department.2, spiritual incentive policy2.1, flowing red flag, spirit, incentive policyMobile red spirit award is not fixed, but as a recognition of the work of last quarter, issued to outs
46、tanding sales team;First, the floating flags divided into: the best quarter sales team and best sales performance team and market management model team, best customer maintenance team and the best sales team construction unit, best marketing team six mobile red flag;Second quarter, the highest score
47、 of sales branch, was awarded quarterly best sales team mobile flag;Third, quarterly sales performance evaluation scores highest branch, was awarded quarterly sales performance team mobile red flag;Fourth quarter market channel management of the best branch, awarded the market norms, management model team mobile red flag;Fifth, each quarter, the highest cus