[原创]销售企业中基层员工的考核与管理探讨
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast;"><p> </p></span></p><p><span style="FONT-SIZE: 14pt; mso-ascii-font-family: 宋体; mso-fareast-font-family: 宋体; mso-bidi-font-family: Arial; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-hansi-font-family: 宋体;"><font face="宋体">销售过程中，不可避免的牵扯到考核<span lang="EN-US"><p></p></span></font></span></p><p><span style="FONT-SIZE: 14pt; mso-ascii-font-family: 宋体; mso-fareast-font-family: 宋体; mso-bidi-font-family: Arial; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-hansi-font-family: 宋体;"><font face="宋体">作为原来的纯粹的按照<span lang="EN-US">%</span>分比来核算终端导购员工资似乎已经不太合适了，怎么更好的量化考核指标？<span lang="EN-US"><p></p></span></font></span></p><p><span style="FONT-SIZE: 14pt; mso-ascii-font-family: 宋体; mso-fareast-font-family: 宋体; mso-bidi-font-family: Arial; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-hansi-font-family: 宋体;"><font face="宋体">我一直在思考这个问题。<span lang="EN-US"><p></p></span></font></span></p><p><span style="FONT-SIZE: 14pt; mso-ascii-font-family: 宋体; mso-fareast-font-family: 宋体; mso-bidi-font-family: Arial; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-hansi-font-family: 宋体;"><font face="宋体">下面是我一点浅显的看法：<span lang="EN-US"><p></p></span></font></span></p><p><span style="FONT-SIZE: 14pt; mso-ascii-font-family: 宋体; mso-fareast-font-family: 宋体; mso-bidi-font-family: Arial; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-hansi-font-family: 宋体;"><font face="宋体">主推型号（利润机型按照成交价<span lang="EN-US">3-5%</span>作为提成）但是需要对应的任务考核<span lang="EN-US"><p></p></span></font></span></p><p><span style="FONT-SIZE: 14pt; COLOR: black; mso-ascii-font-family: 宋体; mso-fareast-font-family: 宋体; mso-bidi-font-family: +mn-cs; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-hansi-font-family: 宋体; mso-bidi-font-weight: bold;"><font face="宋体">其他产品按照<span lang="EN-US">2%</span>计提奖励</font><span lang="EN-US"><br/></span><font face="宋体">门店<span lang="EN-US">2</span>人的提成平均分配，如果门店<span lang="EN-US">3</span>人的按照人均<span lang="EN-US">1%</span>计提</font><span lang="EN-US"><br/></span><font face="宋体">应得工资<span lang="EN-US">=</span>基础工资<span lang="EN-US">+</span>其他补助<span lang="EN-US">+</span>提成奖励<span lang="EN-US">+</span>超额奖励<span lang="EN-US">-</span>违规处罚<span lang="EN-US">-</span>其他扣除费用</font><span lang="EN-US"><br/></span><font face="宋体">明细：超额奖励由终端经理提报、违规处罚包括低价销售、周报月报未及时发送等</font><span lang="EN-US"><br/></span><font face="宋体">低价销售处罚：总价差额的<span lang="EN-US">30%</span>由导购员承担、<span lang="EN-US">20%</span>由终端经理承担、公司承担<span lang="EN-US">50%</span>的损失（特殊情况请示终端经理备案后低价销售除外）</font><span lang="EN-US"><br/></span><font face="宋体">周月报处罚：每月未报<span lang="EN-US">2</span>次以内<span lang="EN-US">10</span>元<span lang="EN-US">/</span>次计算、第三次按照<span lang="EN-US">50</span>元计算</font><span lang="EN-US"><br/><br/></span><font face="宋体">每月初<span lang="EN-US">4</span>日前自行提报月销售报表和工资表，待公司财务审核确认后根据终端经理提报奖罚申请确认件予以结算该月工资，因个人原因造成工资延误，自行承担后果。</font><span lang="EN-US"><br/><br/></span><font face="宋体">此前颁发的提成奖励办法作废，未尽事宜与终端经理沟通！</font></span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-ascii-font-family: 宋体; mso-fareast-font-family: 宋体; mso-bidi-font-family: Arial; mso-ascii-theme-font: minor-fareast; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: minor-fareast; mso-hansi-font-family: 宋体;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face="Calibri"> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; mso-pagination: widow-orphan;"><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face="Calibri"></font></p></span></p></p> 有规矩成方圆，有考核才能提升销售额
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