[原创]浅谈销售激励（二）（各级销售主管必读）
<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="_Toc170755903"><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;">3<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">构成（影响）销售激励的主要因素</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: '';">在销售激励中，有以下主要因素影响着采用的销售激励的模式，影响销售激励的计算，进而影响销售激励的多寡、作用，决定着销售激励的效果</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="_Toc170755904"><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;">3.1<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">销售提成基数</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: '';">销售提成基数是指销售提成以什么为基础进行计算。</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: '';">设销售提成基数为</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">A<p></p></font></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%;"><font face="">A<sub>1</sub></font></span><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</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%;"><font face="">A<sub>2</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：基于利润</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%;"><font face="">A<sub>3</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：基于毛利润</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="_Toc170755905"><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;">3.2<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">销售目标（销售任务）</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: '';">销售激励通常与销售目标的完成情况相结合，根据完成销售目标不同，提成比例会有所变化，超额完成任务，一般还有额外的奖励。</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: '';">设销售任务</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: '';">目标为</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">，通常有如下目标（并不是所有公司都如此设定目标）：</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%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：公司确定的销售目标（最好以目标对话形式形成，也有些公司直接下达）</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%;"><font face="">T<sub>1</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：最低目标，如果不能完成此目标，将得不到销售激励，在一些公司，甚至有负激励。一般而言，基本目标比较低。</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%;"><font face="">T<sub>2</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：基本目标，达到该目标及以上，按照正常的制度进行销售提成。</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 lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>3</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：理想目标，达到该目标及以上，将有超额的提成；也有些公司不设</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>3</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">，达到</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">及以上，就有超额提成。</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 lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>s</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：特定目标，公司为了鼓励销售某种特定产品或开发某个特定市场，在总目标</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">下，设置一些限定性的条件目标。</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%;"><font face="">T<sub>t</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：团队或部门目标，对销售经理，更多的是对团队或部门目标负责；对销售主管，则团队目标与个人目标均进行考核。</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: '';">一般而言，</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>l</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>2</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>3</sub><p></p></font></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%;"><font face="">T<sub>l</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">≤完成目标＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>2</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">时，会有销售激励，但一般比较低。</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%;"><font face="">T<sub>2</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">≤完成目标＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">时，按照正常的销售制度进行激励。</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: '';">完成目标＞</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">或完成目标＞</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>3</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">时，有超额激励。</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: '';">需注意的是，大部分公司只是设定上述目标的一部分，而不是所有。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p></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 lfo2; tab-stops: list 49.6pt;"><a name="_Toc170755906"><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;">3.3<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">价格体系</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: '';">价格是影响销售激励的另外一个因素，公司不同，会有所不同。</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: '';">在此，指讨论价格体系对销售激励的影响。如果运用得当，价格体系在销售激励中能够发挥重大作用：</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo1; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">²<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">通过价格体系调节销售提成系数，能够有效实现公司的导向。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo1; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">²<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">通过合理的价格体系，通过价格体系的作用，将基于销售额的提成向基于毛利</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: '';">利润的方向调整。</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%;"><font face="">P<sub>min</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：最低限价，低于此价格公司该产品不销售。</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%;"><font face="">P<sub>max</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：最高限价，高于此价格不能销售（特别是限制经销商）。</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%;"><font face="">P<sub>d</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：指导价格，市场通常的价格或公司通常销售的价格。</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%;"><font face="">P<sub>q</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：对外报价，一般情况下，同一种产品对外报价是统一的。</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%;"><font face="">P<sub>p</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：价差提成价格，高于此价格，公司给予额外的提成。</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: '';">一般而言，</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">P<sub>min</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">P<sub>d</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">P<sub>p</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">P<sub>q</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＜</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">P<sub>max</sub><p></p></font></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: '';">需注意的是，大部分公司只是设定上述价格的一部分，而不是所有；还有一些公司没有形成公司的价格体系，而是根据职务的不同，给予一些折扣权力；更有一些公司，不仅没有价格体系，价格往往最终由老板说了算。</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: '';">（有关价格体系，以后有机会再讨论）</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="_Toc170755907"><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;">3.4<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">销售激励<span lang="EN-US">/</span>提成比率</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: '';">销售激励</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: '';">提成比例亦称销售提成系数，业务人员通常说的“点数”。由于行业、产品</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: '';">业务区别很大，提成比例大不相同。</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: '';">设销售提成比率为</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">r<p></p></font></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: '';">销售激励基本计算公式：</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: 48pt; LINE-HEIGHT: 150%; mso-char-indent-count: 4.0;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">销售激励＝销售提成基数×销售提成</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 lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face=""><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">＝</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">A</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">×</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">r<p></p></font></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: '';">基本提成率</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">r<sub>1</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：按照公司正常激励政策的提成比率。</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: '';">最低提成率</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">r<sub>2</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：未达到基本目标</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T<sub>2</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">时的提成比率。</span><sub><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></sub></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: '';">超额提成率</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">r<sub>3</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：达到及超过公司目标</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">或达到及超过理想目标</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T3</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">时，针对超额部分产生的提成比率。</span><sub><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></sub></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: '';">价差提成率</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">r<sub>p</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：超过公司指导价格</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">P<sub>d</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">，针对价格差所产生的销售增值部分的提成比率。</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%;"><font face="">r<sub>t</sub></font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">：团队或部门完成公司确定的销售目标</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><font face="">T</font></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">时的提成比率，该比率一般只是适用于团队或部门负责人。</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="_Toc170755908"><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;">3.5<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">销售激励（提成）的内部转移</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: '';">对拥有多个相关业务的企业，由于公司内部部门划分、人员技能不同及其他因素，为达到公司销售目标最大化，会出现甲业务员开拓的客户交给乙业务员，此时出现销售激励的内部转移。</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: '';">销售激励内部转移的原则：</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">²<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">首先发现有效客户的业务人员肯定将得到一定的激励；</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">²<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">根据对项目的贡献划分业绩；</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 45pt; TEXT-INDENT: -21pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo2; tab-stops: list 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: Wingdings; mso-bidi-font-family: Wingdings; mso-fareast-font-family: Wingdings;"><span style="mso-list: Ignore;">²<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">按照业绩划分比率，同比率的转移销售激励。</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="_Toc170755909"><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;">3.6<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">团队业绩与个人业绩的关系</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: '';">在销售部门中，中下级的销售管理人员，往往既有个人销售目标又有团队</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: '';">部门销售目标。在一些小公司中，即使是销售最高负责人，依然有个人销售目标。这样就产生个人销售提成和基于团队完成情况的销售提成。</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: '';">由于产品</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: '';">服务或业务的性质不同，团队激励和个人激励的比重分配不同，比重分配的不同，将导致业务模式、团队建设方向的不同。</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%;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">销售管理人员的团队业绩与个人业绩的平衡，既与所销售的产品</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: '';">服务或业务的特点相关，又与公司规模相关，还与市场竞争程度相关，甚至与公司老板或营销最高负责人的营销观念、营销理念相关。</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="_Toc170755910"><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;">3.7<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-WEIGHT: normal; FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 黑体;">销售激励核算兑现时间</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%;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">产品</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: '';">业务不同，销售激励核算兑现时间间隔不同；一般有月核算兑现、季度核算兑现、半年核算兑现、一年核算兑现。极端的也周或天核算兑现，但比较少见。</span><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%;"><p></p></span></p><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-bidi-font-family: ''; mso-font-kerning: 1.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">各个公司都会根据自身情况进行较合理安排，在此不多论述。</span> 未完待续 不错,等待下文! <p>等待下文</p> <p>支持！总结的很好，很详细，很系统。等！</p> 总结的不错!赞一个 <p>实在是好贴，看完后受益匪浅！楼主辛苦了！</p>
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