门丁李
发表于 2007-3-11 20:47:45
销售人员薪酬设计
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售人员薪酬设计</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">一、背景</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．经营背景</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">A</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">公司是国内一家以某机械配件产品销售为主的贸易型公司，同时也是一大型国有机械制造公司的子公司。产品的来源有三种：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">1.</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">母公司；</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">2.OEM</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">制造商；</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">3.</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">代理的国外品牌制造商。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">公司主要面向国内市场销售个性定制化产品，其产品的规格型号多达上万种，属于小批量多订单型业务模式。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">客户群分为两类：长期配套客户和散单客户。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．销售部职能与架构</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">A</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">公司销售部主要负责客户开发维护和接单工作，接单后的订单处理、采购、仓储、物流等职能均由其他部门分别完成。销售部内部架构如下：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song"> <br/> <br/></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">如上图所示，行业经理负责全国的某行业的业务，而行业经理们未涉及的其他行业未进行行业细分，分别由各个区域的区域经理负责。行业经理下属的销售工程师，在公司本部由行业经理直接管理；被派驻其他区域，由区域经理对其履行一定的日常行政管理工作，并对其业务提供一定的支持，但是在业务上还是对行业经理负责，因此行业经理和区域经理的团队在业务上是不交叉的。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"> </span>
门丁李
发表于 2007-3-11 20:48:54
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">二、总经理的困惑</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售部是公司的“火车头”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">,A</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">公司领导一直非常重视销售部，给予的报酬同市场薪酬相比也比较有竞争力。然而公司总经理近来却感到非常困惑，向我们吐露了他的一些心声：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．销售经理“吃老本”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“各个行业经理、区域经理在公司从事销售工作已有多年，客户资源越积越多，很多已经形成了多年的关系户。在国家整体经济大环境比较好的情况下，客户的快速发展拉动对公司产品的需求，导致即使不开发新的客户，经理们的业绩也会出现较快的自然增长。当前经理们的主要收入来源之一，是按实际销售额乘以一个提成率得出的提成，该提成率已经有多年未变。在这种情况下，经理们即使不需付出多大努力收入也可以获得不错的增长，导致其动力不足。”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．“蛋糕切的大小不一”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“为了专业化和避免内部竞争的需要，公司以行业和区域为依据对市场进行了的切分。然而在切分时，未充分考虑各个行业和区域的市场潜力、市场成熟度和开发难度的差异，导致有些经理感到不公平，认为如果自己去另一个行业或区域付出同样的努力可以获得更高的销售额，从而获得更高的收入。”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．片面追求销售额，牺牲了利润</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“现在的提成计算方法容易导致员工片面追求销售额而忽视利润，我们也看到了这一点，认识到以利润为基数进行提成计算会更科学一点。然而采购价格、利润等数字是公司的商业机密，知道的人越少越好，因此不适宜用来作为计算提成的直接依据。”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．面临出现梯队断层的危机</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“经理们担心，招收一个新的销售工程师会分散自己的客户资源，降低自己的影响力；而销售工程师一旦成长起来，被提拔成经理后脱离了自己的团队，会带走自己的客户，给自己造成损失。基于这两个方面的原因，经理们带新人的积极性不高，有些甚至宁可单兵作战，这样容易形成人才断层，不利于公司的长远发展。”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">5</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．年轻销售人员流失严重</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“公司销售人员的薪酬模式是最常见的‘底薪</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">+</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">提成’模式，所有经理的底薪都是一样的；所有销售工程师的底薪也是一样的。我们的出发点是完全以业绩为导向来进行激励，这是我们认为的最公平也最简捷的激励方式。然而销售人员尤其是销售工程师对此意见比较大，流失比较严重。”</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">基于上述困惑，该公司总经理邀请我司开展关于销售人员激励的咨询工作。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span>
门丁李
发表于 2007-3-11 20:49:58
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">三、问题剖析</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">顾问组进驻</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">A</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">公司后，又通过对相关人员的访谈对其销售激励政策作了更进一步的了解。总结其主要存在以下问题，这些问题是导致总经理产生上述困惑的原因：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．公司对销售人员的薪酬政策保健有余，但是激励不足</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">由于公司的大部分业务都是为配套型客户提供配件，这些客户对产品的需求是周期性的、稳定的，一旦开发出此类客户之后，只要花比较少的精力来维护客户关系，确保客户不流失，就可以获得比较稳定的销售业绩。随着时间的推进，这类客户累积得越来越多，带来了销售人员稳定的收益，变成销售人员的一种福利，起不到什么激励作用了。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．缺乏目标激励机制</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">各个行业和区域的市场潜力、成熟度以及开发难度存在差异，以销售额的绝对值作为激励的直接依据，自然不公平；而如果根据行业和区域差异设定不同的业绩目标，再以业绩目标的达成度来作为激励依据就会更加合理。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．缺乏科学的业绩评估</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“吃老本”、“片面追求销售额”等现象的出现，都与缺乏科学全面的销售人员业绩评估机制有关。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．缺乏有效的晋升机制</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">目前销售人员只有行政晋升一条通道：即销售工程师─</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">行业经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">/</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">区域经理─</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">市场部长，晋升机会有限，并且晋升时间会比较漫长。在当前的薪酬政策下，行政晋升又基本上是工资增长的唯一途径。这是年轻销售人员流失的非常重要的一个原因。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">5</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．缺乏有效的团队激励机制</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">由于缺乏对销售团队的整体激励和未理清团队内部利益分配关系，导致出现部分销售经理宁愿“单干”的现象。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song"> <br/></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">为此，我们提出了一整套以薪酬设计为核心的销售人员激励解决方案</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> <br/> </font><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span>
门丁李
发表于 2007-3-11 20:51:03
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">四、解决方案</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．确定薪酬总体构成</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">首先确定薪酬总体构成为标准工资和提成两大部分，其中标准工资又被分为基本工资和绩效工资两个小部分。如表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">所示：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售人员薪酬构成</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">标准工资</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">提成</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">基本工资</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">绩效工资</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> <br/> <br/> </font></span>
门丁李
发表于 2007-3-11 20:52:10
<span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．确定标准工资水准</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">该部分的设计有三个步骤：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">步骤一：拓宽晋升通道，将行业经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">/</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">区域经理、销售工程师分别划分为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">5</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">个级别，见表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">2</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售人员晋升通道</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级别</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">行业经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">/</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">区域经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售工程师</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">1 </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">资深经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">资深业务员</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">2 </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">高级经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">高级业务员</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">3 </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">中级经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">中级业务员</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">4 </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">初级经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">初级业务员</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">5 </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">见习经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">实习生</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"></span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"> <br style="mso-special-character: line-break;"/></span>
门丁李
发表于 2007-3-11 20:52:55
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">步骤二：建立了各级别经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">/</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">业务员的任职资格标准，并建立了规范的任职资格评价程序。根据任职资格标准和任职资格评价程序对现有销售人员进行了资格评定，划分出不同级别。并规定今后每年都定期（实习生转为初级业务员除外）对销售人员进行任职资格评定。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">步骤三：对不同级别的经理</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">/</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">业务员设定了不同的标准工资水准。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．确定标准工资结构</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">该部分主要存在三方面的问题：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">①对于经理和销售工程师，基本工资和绩效工资的比例分别设定为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">70%</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">30%</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">和</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">80%</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">20%</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">。例如，假设中级经理的标准工资为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">4000</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">元，那么其基本工资和绩效工资分别为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">2800</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">元和</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">1200</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">元。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span>
门丁李
发表于 2007-3-11 20:53:28
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">②每月对销售人员进行绩效考核，根据考核等级对绩效工资进行上下浮动（浮动比例见表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">），作为实际获得的绩效工资：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">3</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">绩效工资系数</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">A</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> B</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> C</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> D</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> E</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">150% 120% 100% 90% 60%<br/></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">例如</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">,</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">两个中级经理，绩效考核分别得到</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">A</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级和</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">E</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">级，那么其实际得到的绩效工资分别为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">1800</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">元和</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">720</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">元，其总工资分别为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">4600</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">元和</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">3520</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">元。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">③绩效考核采用柏明顿首创的“</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">8+1</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”绩效量化技术来操作，考核指标有：销售额目标达成率、销售费用率、新客户开发、货款回收率、呆帐发生率等。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song"> </font><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span>
门丁李
发表于 2007-3-11 20:54:01
<span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">．确定提成办法</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">①基本提成规则</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">首先设定一个目标提成额，该目标提成额</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">=</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">工资标准×λ，对于业务经理，我们把λ设定为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">100%</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">，而对于销售工程师我们把λ设定为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">60%</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">，λ数字设置不同决定了提成占销售人员总薪酬的比例不同。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">而员工的实际提成额</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">=</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">目标提成额×提成实现率，提成实现率我们设定受销售额目标达成率和销售价格实现率两个因素影响。如表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">所示：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">提成实现率查询表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song">150% 110% 120% 130% 140% 150% 160% 170% 180% 190% 200%<br/>140% 104% 113% 122% 131% 140% 149% 158% 167% 176% 185%<br/>130% 98% 106% 114% 122% 130% 138% 146% 154% 162% 170%<br/> 120% 92% 99% 106% 113% 120% 127% 134% 141% 148% 155%<br/>110% 86% 92% 98% 104% 110% 116% 122% 128% 134% 140%<br/>100% 80% 85% 90% 95% 100% 105% 110% 115% 120% 125%<br/>90% 60% 68% 75% 83% 90% 95% 101% 106% 112% 117%<br/>80% 40% 50% 60% 70% 80% 86% 92% 97% 103% 108%<br/>70% 20% 33% 45% 58% 70% 76% 82% 89% 95% 99%<br/>60% 0% 15% 30% 45% 60% 66% 72% 78% 84% 90%<br/> 60% 70% 80% 90% 100% 110% 120% 130% 140% 150%</font></span>
门丁李
发表于 2007-3-11 20:54:34
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售价格实现率</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song"> <br/></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">其中，销售额目标达成率</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">=</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">实际销售额÷目标销售额×</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">100%<br/> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">∑（实际销售价格×销量）</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售价格实现率</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">= ------------------------</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">×</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">100%<br/></font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">∑（目标销售价格×销量）</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">②团队激励</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">分为两个步骤：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">步骤一：计算团队提成总额</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队提成总额可以按照基本提成规则来进行计算：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队实际提成总额</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">=</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队目标提成总额×团队提成实现率；</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">其中：团队目标提成总额为团队所有个人目标提成额之和；团队提成实现率在计算团队销售额目标达成率和销售价格实现率之后根据查表</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">4</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">得出。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span>
门丁李
发表于 2007-3-11 20:55:06
<span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">步骤二：团队内部分配</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">首先，对团队负责人的提成进行分配：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队负责人目标提成</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/><font face="宋体, MS Song"> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队负责人的实际提成</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">=</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队实际提成总额×</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">-------------------<br/> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队目标提成总额</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">然后，对团队一般成员的提成进行分配：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">销售工程师的实际提成</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">= <br/> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">个人目标提成×个人提成实现率</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">（团队实际提成总额</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">-</font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">团队负责人的实际提成）×</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: " "; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体;"><font face="宋体, MS Song">-------------------------------<br/> </font></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ' '; mso-hansi-font-family: ' '; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">∑（个人目标提成×个人提成实现率）</span>