In order to establish a perfect sales management mechanism, standardize the marketing staff salary standards, improve the passion of marketing staff, play the spirit of teamwork, and then effectively enhance the sales performance of the marketing department, for the company's overall marketing work to lay a solid foundation, the company will draw up a sales incentive program. I'm here to bring you 2021 sales incentive program sample, I hope you like it!
Sales incentive program model 1
I. Purpose:
In order to motivate the sales staff to better complete the sales task, improve sales performance, enhance the company's products in the market share.
Second, the scope of application:
Sales Department.
Third, the development of marketing staff commission program to follow the principles:
1, the principle of fairness: that is, all marketers in the business commission on all equal consistent.
2, the principle of incentives: sales incentives and profit incentives double incentives, profits and sales and the principle of equal importance.
3, the principle of clarity: the salesman, the minister, respectively, in their own capacity to enjoy the base salary. The minister is responsible for the entire performance of the department and is responsible for all customers.
4, the principle of maneuverability: that is, the access to data and calculations are easy to calculate.
Fourth, sales price management:
1, pricing management: the company's product prices are unified by the Group.
2, the company's products according to market conditions to implement price adjustment mechanism.
2, guide price: product sales price shall not be lower than the company's guide price.
V. Specifics:
1, the basic composition of marketing staff income:
Marketing staff salary structure is divided into base salary, sales commission two parts (welfare benefits according to the company's welfare program in addition to the issuance of)
2, the base salary in accordance with the company's salary system.
Six, commission calculation dimensions:
1, payback rate: 100% required before commission;
2, sales volume: divided by product, according to the company's base calculation;
3, price: the implementation of the company's pricing sales, in order to maximize the interests of the company, the sales price of more than the company's pricing can be based on a certain percentage of commission.
VII, sales cost management:
Sales costs by sales of 0.5 ‰, the company will not be reimbursed in excess of part.
VIII, commission mode:
Marketing team collective accruals, internal distribution, its distribution program and notation by the vice president of marketing approval and implementation.
Nine, commission bonus principles:
1, the customer payback rate needs to reach 100%, that is, to cash commission.
2, the company issued 80% of the monthly commission bonus, the remaining 20% of the commission bonus at the end of the one-time payment.
3, such as employees leaving, the company will be 20% of the commission bonus deduction is not issued.
4, such as employees three months without sales performance, the company will be based on job requirements for transfer or dismissal.
X. Commission bonus issued by the approval process:
According to the payroll process and financial regulations.
XI, commission standards:
1, sales volume commission:
The main products: rail shipments: the base is tons / month. Shipping volume in tons or less, no commission; shipping volume in tons, exceeding the part of 0.5 yuan / ton commission; shipping volume in tons or more, exceeding the part of 1.0 yuan / ton commission.
By-products: the base of local sales of by-products is tons/month. If the sales volume is within tons/month, no commission will be paid; if the sales volume is more than tons/month, the excess will be paid at RMB 1.0/ton.
Fine block (2-4, 3-8): product base is tons/month. If the sales volume is within tons/month, no commission will be paid; if the sales volume is more than tons/month, the excess will be paid according to RMB 1.0/ton.
2, price commission:
The sales price is higher than the company's prices to start commission, commission according to the higher part of the 10% commission.
XII, special provisions:
1, the implementation of the rules from the date of entry into force, the commission mode, coefficients and other provisions are not detrimental to the interests of the sales staff of the amendments, other provisions of the company's authorization to revise the department.
2, the company can be based on changes in market conditions and the company's strategic adjustments, the development of different from the commission system, a new system of payment of wages for sales staff.
Thirteen, bylaws:
1, this program since April 20___ implementation.
2, this program is responsible for the interpretation of the company's management.
Sales incentive program model 2
Combined with the company's current business development trends, in order to establish a sound sales management mechanism, standardize the salary standards of marketing personnel, improve the passion of marketing personnel, play the spirit of teamwork, and then effectively enhance the sales performance of the marketing department for the company's overall marketing work to lay a solid foundation for the program is hereby formulated.
First, the composition of the salary:
Basic salary + sales commission + incentive bonuses
Second, the basic salary:
1, marketing personnel according to their sales ability and performance is divided into one-star, two-star, three-star marketers.
Individuals in a single month to reach more than 30,000 contracts or more than three consecutive months (including) to achieve effective performance (more than 5,000 contracts) for the three-star
Individuals in a single month to reach more than 20,000 contracts or more than two consecutive months (including) to achieve effective performance (more than 5,000 contracts) for the two-star
Individuals in a single month to reach effective performance (more than 10,000 contracts) for the one-star
Individuals in a single month to reach effective performance (more than 10,000 contracts) for the one-star Contracts) for one star
No performance for the whole month is not entitled to star treatment
2, marketing according to its star level set different basic salaries:
Three-star marketer basic salary: 5,000 yuan
Two-star marketer basic salary: 4,000 yuan
One-star marketer basic salary: 3,000 yuan
No stars Marketer basic salary: 2500 yuan
2 consecutive months (including) no performance, according to 80% of their basic salary.
Third, sales commission:
Three-star marketer commission standard: 3.0%
Two-star marketer commission standard: 2.5%
One-star marketer commission standard: 2.0%
Fourth, business entertainment costs:
The company's formal establishment of the marketer can be declared in the process of business development of the business entertainment costs; informal establishment does not enjoy this treatment. Informal establishment does not enjoy this treatment.
The declared business honorariums are deducted from my sales commission according to the actual amount of reimbursement
The declared business honorariums do not reach the actual sales results, the next month shall not declare business honorariums
V. Team performance:
The development of the business by the two collaborative team performance is considered to be the performance of the team
The main developer to enjoy the 80% of the performance (such as. 10000 people contract counted as 8000 people contracted): 10,000 people contract counted as 8,000 people contract); assist the developer to enjoy 20%
The main developer according to its star rating of 80% of the corresponding standards to enjoy the commission (eg: three stars for 3% _ 80% = 2.4%); assist the developer to enjoy 20%
Six, the performance of the identification and distribution of commission:
The first day of each month is the cut-off date for calculating the performance of the previous month
The owner to sign the contract with the owners of the business as a result of the performance of the team, the team performance.
Written contract signed by the owner for the final achievement of performance standards
Finance department on payday to calculate and issue sales commission
VII, incentive bonuses:
At the end of each quarter, individual performance rankings of the first quarterly personal performance by the quarter's total personal performance of 0.5% of the issuance of
The end of the year, individual performance rankings of the first individual performance by the annual personal performance of the total amount of 0.1 issuance of
Sales incentive program model 3.3.0 p> Sales incentive program model 3
In order to fully mobilize the enthusiasm of the business development, in accordance with the principle of distribution of more work more pay, no work shall not be, in order to create the individual sales of pure profit as the standard approved business commission, the development of this program.
I. Scope of application and standards
1. This approach applies only to the sales post of the regular staff (excluding the probationary period of employees).
2. The net profit of sales as the approved standard to determine the business commission.
II. Calculation of sales profit
1. Calculation of net sales profit
(1) net sales profit = gross sales profit - expenses (common expenses + personal expenses)
(2) personal expenses
a) wages, all kinds of subsidies
b) value-added tax, corporate income tax, surtax and other types of taxes and fees
c) business hospitality, travel expenses, gifts, commissions and other reimbursement costs
(3) shared costs = total costs - the sum of the individual costs of each salesperson (where the company has a full year of sales experience, are required to share the cost) personal share of the cost of the individual year by the individual to create a gross profit of the company's total gross profit percentage.2. Net profit on sales by the financial staff accounted for by the general manager approved The sales net profit is accounted for by the financial staff and approved by the general manager.
Third, the sales staff have the responsibility and obligation to complete the task indicators issued by the company
If the accounts receivable for more than one year has not been recovered, then it is considered as bad and doubtful accounts: the relevant sales staff to bear the balance of the payment of 20% of the loss of the rest of the losses borne by the company. If the customer to goods against the payment, the goods are sold by the sales staff is responsible for selling, the total selling price and the difference between the payment part of the loss by the sales staff to bear 20% (against the goods must have an invoice, otherwise the loss of tax by the relevant sales staff to bear the full amount of), due to a variety of reasons caused by the goods in the warehouse into a dull material (from the date of purchase of the goods in the library for more than a year), the relevant sales staff is responsible for the sale of the relevant sales staff to assume responsibility for the part of the loss of 20%. 20%.
Since entering the company's first full year, passive components, such as general IC product sales below 2 million, do not enjoy the annual commission, re-entry into the probationary period.
Fourth, the percentage of commission
1. Traditional business (inductor-based): 20%
If the company's task targets for the year exceeded, SALES can enjoy no more than 5% of the excess part of the profit commission.
2. Japanese products (PANASONIC, ROHM, NICHICON, etc.)
5. FPC and other companies to take the commission of the project: 5%
6. The amount of money.
(2) The company extracted 40% of the PM commission amount, 30% of the SALES commission amount as a personal maneuver to the individual's annual comprehensive assessment of performance as a reference for the
issued, the assessment content is as follows (out of 100)
a) the annual sales completion (out of 50)
The actual completion of the amount
Score = --------- -_50
Annual sales plan
b) Timely rate of return (full marks: 10 points) return to the end of the month as of the lunar year
The company set up an assessment form, by the company each not involved in the commission of each employee to each of the SALES scoring (scoring principle: remove the highest and lowest scores, take the average) Score = average %_15
d) professional knowledge (full score: 15 points)
The company's monthly SALES professional knowledge test, take the average of 12 results
Score = average %_15
e) Discipline scores (full score: 5 points)
To the monthly administration of the Ministry of Personnel out of the assessment form, end of the year, comprehensive scoring.
f) work methods, the development of work ideas (full marks: 10 points)
scored by the company's two general managers
The above scores will be added, that is, the coefficient of the release of motorized awards.
Fifth, the end of the year to issue the best sales awards, the best payback awards, the best pioneering awards, the best employee awards
The best sales awards: the winner of the annual sales profits of the best
The best payback awards: the winner of the highest rate of timely rate of return
The best pioneering awards: the winner of the highest growth in the volume of new business
Best Employee Award: The winner of the monthly best employee awards most frequently
The best employee awards: the best employee awards to obtain ★ Employee first half of the work summary sample 2021
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