[原创]浅谈销售激励（一）（各级销售主管必读）
<p> 经常碰到许多朋友说，你能将销售激励（提成）帮我们总结一下吗？</p><p> 于是就试着总结了一下，请各位家人多提意见，还没有写完，争取这一两天就写完。</p><p> </p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">销售激励亦称为销售提成，或者说，销售激励的主题是销售提成。销售激励导向是否正确；销售激励是否符合本企业情况；销售激励是否有效；对该公司的营销体系稳定、营销业绩提升意义重大。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><h1 style="MARGIN: 12pt 0cm 6pt 21.25pt; TEXT-INDENT: -21.25pt; LINE-HEIGHT: 150%; mso-para-margin-top: 1.0gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .5gd; mso-para-margin-left: 21.25pt; mso-list: l0 level1 lfo1; tab-stops: list 21.25pt;"><a name="_Toc170755892"><font size="4"><span lang="EN-US" style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">1<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">销售激励的基本类型及其说明</span></font></a><span lang="EN-US" style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h1><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755893"><font size="4"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">1.1<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">按照提成的基数分类</span></font></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">基于销售额的销售激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">基于利润的销售激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">基于毛利的销售激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">几乎所有的销售人员都希望以销售额作为提成基数；几乎所有的老板都希望基于利润的销售提成。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">由于企业的真实成本往往是核心机密，企业最高层制订的基于利润提成的制度往往不被销售业务人员认可。销售人员最简单的想法就是，我不管其他的，产生了销售业绩，你就要给我提成。在这种背景下，产生了基于毛利润的销售提成。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">此处的毛利并不是财务上通常意义的毛利，而是指由于有些成本能够得到公司销售人员公认，则将销售额减去这些成本作为提成基数，此时成为基于毛利提成。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755894"><font size="4"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">1.2<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">按照激励对象分类</span></font></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">单纯的对每个业务人员的销售激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">以每个业务人员为主，销售团队为辅的销售激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">以销售团队激励为主，个人激励为辅的销售激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">前端团队激励：不仅激励销售团队（方式可以采用以上某一种），而且将公司市场、客服等所有前端团队均与销售情况直接相联的激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">综合激励：不仅激励销售团队（方式可以采用以上某一种），而且将公司主要部门均与销售情况直接相联的激励</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755895"><font size="4"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">1.3<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">根据目标完成情况的分类</span></font></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">没有销售目标，根据销售数额</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">/</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">量的提成</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">设定基本目标，根据销售量</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">/</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">额的提成</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><font size="4"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">设定较详细的销售目标，提成不仅与销售额</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">/</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">量相关，亦与目标完成情况紧密相关。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></font></p> <h1 style="MARGIN: 12pt 0cm 6pt 21.25pt; TEXT-INDENT: -21.25pt; LINE-HEIGHT: 150%; mso-para-margin-top: 1.0gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .5gd; mso-para-margin-left: 21.25pt; mso-list: l0 level1 lfo1; tab-stops: list 21.25pt;"><a name="_Toc170755896"><span lang="EN-US" style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">2<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">销售激励的基本方式</span></a><span lang="EN-US" style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h1><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">为研究问题方便，本文的销售激励特指以发放现金为主的物质激励。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755897"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">2.1<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">比率式销售激励</span></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">以销售提成比率（销售提成系数）为主要特征，按照一定的基数（业务完成的额度）按照比率计算提成。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">销售激励＝基数×系数</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755898"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">2.2<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">级数式销售激励</span></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">设定一系列销售目标，不同的目标对应固定金额作为激励，激励金额随销售达标的增长而增长。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755899"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">2.3<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">固定奖金式销售激励</span></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">主要作为一种额外的激励手段，用于激励超额完成销售或完成艰巨、特定的销售任务。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755900"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">2.4<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">浮动薪酬式销售激励</span></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">设定销售目标，在一定时期内，达成或未达成该目标，则销售人员月薪进行一定程度的向上或向下浮动。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">该方式更多作为比率式销售激励的一个补充措施。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755901"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">2.5<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">虚拟分红权式销售激励</span></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">主要用于营销高层的长期激励，本文对这种方式不做更多论述。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><h2 style="MARGIN: 6pt 0cm 0pt 49.6pt; TEXT-INDENT: -1cm; LINE-HEIGHT: 150%; mso-para-margin-top: .5gd; mso-para-margin-right: 0cm; mso-para-margin-bottom: .0001pt; mso-para-margin-left: 49.6pt; mso-list: l0 level2 lfo1; tab-stops: list 49.6pt;"><a name="_Toc170755902"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体; mso-bidi-font-family: 黑体;"><span style="mso-list: Ignore;">2.6<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">其他方式激励</span></a><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;"><p></p></span></h2><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">此外还有提薪（涨基本工资）、报销培训费用、评先进一次性重奖等，由于不是主要的激励方式，在此不多叙述。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">总之，一般情况下，大部分公司均已比率式销售激励为主，再与其他激励方式相结合。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p> <p>激励的前提是考核是否达标。</p><p>在财务计算上现在很多企业越来越重视“费销比”这个考核指标来进行激励</p> <p>说的非常好，每个公司都要进行销售费用控制，从差旅费到招待费，均有控制。一般会有费用控制与达标的专门规定或文件。</p><p>最常见的办法就是设定一个比例，如果超过，员工自己掏腰包。</p> <p><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">综合激励：不仅激励销售团队（方式可以采用以上某一种），而且将公司主要部门均与销售情况直接相联的激励</span></p><p><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">这个方法比较适合中小企业起步发展阶段,好</span></p> <p>真要仔细说的话，激励的分配还存在着一个“二次分配”的问题</p><p>激励分配到团队、区域、部门的时候，就需要一个措施来保证二次分配的公平公正</p> <p>确实有个二次分配的问题，主要是两个方面的：</p><p>一个就是楼上说的</p><p>另一个还要复杂一些，很多公司有多个销售团队，业务有相当的联系，此时就有一个相互帮助时的二次分配，否则，就成了各扫门前雪，以后有时间好好研究一下二次分配的问题</p> <p>希望雅匪能对“二次分配”问题研究的结果与大家分享。</p><p>一起讨论完善成为共同的知识财富</p> <p>在服务的客户中，经常碰到二次分配的问题，一般都是就事论事的给予解决，尚未就这个问题进行整理分析。</p><p>有时间时一定进行研究，并将结果与大家分享</p> <p>在服务的客户中，经常碰到二次分配的问题，一般都是就事论事的给予解决，尚未就这个问题进行整理分析。</p><p>有时间时一定进行研究，并将结果与大家分享</p>
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