Model sales incentive scheme 1 1. Purpose:
In order to motivate sales staff to better complete sales tasks, improve sales performance and enhance the market share of our products.
Second, the scope of application:
Sales department.
Third, the principles to be followed in formulating the commission plan for marketing personnel:
1, the principle of fairness: that is, all marketers are equal and consistent in business commission.
2. Incentive principle: double incentives for sales incentives and profit incentives, and the principle of paying equal attention to profits and sales.
3. Clear principle: salespeople and ministers enjoy basic salary in their personal capacity. The minister is responsible for the overall performance of the department and all customers.
4. Operational principle: data collection and calculation are easy to calculate.
Fourth, the sales price management:
1. pricing management: the prices of the company's products are uniformly set by the group.
2, the company's products according to the market situation to implement the price adjustment mechanism.
2. Guide price: The product price shall not be lower than the company's guide price.
Verb (abbreviation of verb) Specific content:
1, the basic composition of marketing personnel income:
The salary structure of marketing personnel is divided into two parts: basic salary and sales commission (welfare benefits are paid separately according to the company's welfare plan)
2. The basic salary shall be implemented according to the company's salary system.
Dimensions of royalty calculation of intransitive verbs;
1. Payment rate: you need 100% to get the commission;
2. Sales volume: divided by products, calculated according to the base issued by the company;
3. Price: the company will set the price for sales. In order to maximize the company's interests, the sales price exceeding the company's pricing can be deducted according to a certain proportion.
Seven, sales expenses management:
Sales expenses are accrued at 0.5‰ of sales, and some companies will not be reimbursed if they exceed.
VIII. Method of commission:
The marketing team collectively extracts and distributes internally, and its distribution scheme and payment are approved and implemented by the vice president of marketing.
Nine, royalty bonus payment principle:
1. If the customer's repayment rate reaches 100%, the commission will be cashed.
2. The company will pay 80% commission bonus every month, and the remaining 20% commission bonus will be paid once at the end of the year.
3. If the employee leaves the company halfway, the company will deduct 20% of the commission bonus and will not distribute it.
4. If the employee has no sales performance for three months, the company will transfer or dismiss according to the job requirements.
Ten, royalty bonus payment approval process:
According to the salary payment process and financial regulations.
XI。 Commission standard:
1, sales commission:
Main products: railway shipment: the base is tons/month. If the shipment quantity is less than100t, no commission will be paid; The shipment volume is tons, and the excess is calculated as 0.5 yuan/ton; The transportation volume exceeds tons, and the excess part 1.0 yuan/ton.
By-products: The base of local sales of by-products is tons/month. If the sales volume is less than ton/month, no commission will be given; If the sales volume exceeds tons/month, the excess will be deducted by 1.0 yuan/ton.
Precision blocks (2-4, 3-8): the product base is tons/month. If the sales volume is less than ton/month, no commission will be given; If the sales volume exceeds tons/month, the excess will be deducted by 1.0 yuan/ton.
2. Price commission:
When the sales price is higher than the company's price, the commission will be started, and the commission will be accrued according to 10% of the higher part.
Twelve, special provisions:
1. Since the effective date of these Detailed Rules, the relevant provisions on the commission method and coefficient unfavorable to sales personnel shall not be revised, and other provisions shall be revised by the authorized department of the company.
2. The company can formulate a new sales staff salary payment system different from this commission system according to the changes of market conditions and the company's strategic adjustment.
Thirteen. Supplementary terms:
1, this scheme has been implemented since April, 20__.
2. The Company Management Department is responsible for the interpretation of this scheme.
Model Sales Incentive Scheme Article 2 In order to establish a perfect sales management mechanism, standardize the salary standard of marketing personnel, improve the enthusiasm of marketing personnel and give play to the spirit of teamwork, thus effectively improving the sales performance of the marketing department and laying a solid foundation for the overall marketing work of the company, this scheme is specially formulated in combination with the current business development trend of the company.
I. Composition of salary:
Basic salary+sales commission+incentive bonus
Second, the basic salary:
1. Marketers are divided into one-star, two-star and three-star marketers according to their sales ability and performance.
Samsung has signed contracts with more than 30,000 employees in a single month or achieved effective performance for more than three consecutive months (signed contracts with more than 5,000 employees).
Individuals who have reached contracts with more than 20,000 employees in a single month or have achieved effective performance (contracts with more than 5,000 employees) for two consecutive months (inclusive) are two stars.
Effective monthly performance (the contract exceeds 10000 people) is one star.
No performance for a whole month means no star treatment.
2. The marketing department sets different basic salaries according to different stars:
Basic salary of Samsung marketing staff: 5000 yuan
Basic salary of two-star salesman: 4000 yuan
Basic salary of one-star salesman: 3000 yuan
Basic salary of non-star salesman: 2500 yuan.
If there is no performance for 2 consecutive months (inclusive), it will be paid at 80% of its basic salary.
Third, the sales commission:
Commission standard for Samsung marketers: 3.0%
Commission standard for two-star marketers: 2.5%
Commission standard for one-star salesman: 2.0%
IV. Business entertainment expenses:
The marketing personnel formally established by the company can declare the entertainment expenses of related businesses in the process of business development; Informal staffing does not enjoy this treatment.
The declared business entertainment expenses are deducted from my sales commission according to the actual reimbursement amount.
If the actual sales performance is not realized by reporting the business entertainment expenses, the business entertainment expenses shall not be declared again in the next month.
Verb (short for verb) Team performance:
Collaborative business development between two people is regarded as team performance.
The main developers enjoy 80% of the performance (for example, the contract of 10000 is counted as 8000 contract); Help developers enjoy 20%
Main developers enjoy 80% commission according to the standard corresponding to their star rating (for example, 3% _ 80% = 2.4% for Samsung); Help developers enjoy 20%
Performance determination and royalty payment of intransitive verbs;
1 day of each month is the deadline for calculating the performance of last month.
Take the written contract signed by the owner as the final performance standard.
The finance department calculates and distributes the sales commission on the payday.
Seven, bonus:
At the end of each quarter, the person who ranks first in personal performance will receive 0.5% of the total personal performance in that quarter.
Those who rank among the top in personal performance at the end of the year shall be paid according to the total personal performance of that year of 0. 1.
In order to fully mobilize the enthusiasm of business development, this plan is formulated according to the distribution principle of "more work, more gain" and the net profit of sales created by individuals as the standard.
I. Scope of application and standards
1. This method is only applicable to regular employees in sales positions (excluding probationary employees).
2. Take the net profit from sales as the approved standard, and determine the business commission.
Second, the calculation of sales profit
1. Calculation standard of net profit from sales
(1) Net profit from sales = gross profit from sales-expenses (shared expenses+personal expenses)
(2) Personal expenses
A) wages and various subsidies
B) Value-added tax, enterprise income tax, additional tax and other taxes.
C) Reimbursement expenses such as business entertainment expenses, travel expenses, gifts and commissions.
(3) Apportioned expenses = total expenses-the sum of personal expenses of each salesperson (all those who have worked in the company for one year must share the expenses). The individual contribution is calculated according to the proportion of the gross profit created by the individual in the current year to the total gross profit of the company. 2. The net profit from sales shall be accounted by financial personnel and approved by the general manager.
Third, sales personnel have the responsibility and obligation to complete the task indicators issued by the company.
If the payment receivable is not recovered for more than one year, it will be regarded as bad debts: 20% of the loss of the payment balance will be borne by the relevant sales staff, and the rest will be borne by the company. If the customer pays in goods, the sales staff is responsible for selling the goods, and the sales staff will bear 20% of the loss of the difference between the total selling price and the payment for goods (invoices are required when the goods arrive, otherwise the lost taxes will be fully borne by the relevant sales staff). If the goods in the warehouse become sluggish due to various reasons (those who have been in the warehouse for more than one year since the date of purchase), the relevant sales personnel shall be responsible for the sales, and the relevant sales personnel shall bear 20% of the losses.
If the sales of passive components, general IC and other products are less than 2 million in the first whole year after entering the company, you will not enjoy the commission of that year and re-enter the probation period.
Fourth, the percentage of commission.
1. Traditional business (mainly inductance): 20%
If the company overfulfils the task index issued this year, the sales can enjoy a commission of no more than 5% of the excess profit.
2. Japanese products (Panasonic, Rohm, Nikon, etc. )
5. Five of them. FPC and other companies take 5% commission.
6. Description:
(1) The company will pay the royalty bonus within one month after the end of the Lunar New Year every year, and the previous year's payment before the end of the Lunar New Year can be regarded as the repayment amount of the previous year.
(2) The company extracts 40% of the PM commission and 30% of the sales commission as personal maneuvers, taking the results of personal annual comprehensive assessment as a reference.
Line, the assessment content is as follows (full mark 100)
A) Annual sales completion (full mark: 50 points)
Actual completed amount
Score =————————_ 50
Annual sales plan
B) Timely payment rate (full mark: 10). Payment should be made before the end of the Lunar New Year.
The company formulates an appraisal form, and each employee who does not participate in the commission will score each sales (scoring principle: remove the highest score and the lowest score and take the average). Score = average %_ 15.
D) Professional knowledge (full mark: 15)
The company conducts professional knowledge examination on sales every month, with an average score of 12 times.
Score = average %_ 15
E) Subject score (full score: 5 points)
The administration and personnel department will issue the assessment form every month and make a comprehensive score at the end of the year.
F) Cultivation of working methods and working concepts (full score: 10)
Graded by two general managers of the company
Adding up the above scores is the distribution coefficient of the maneuver award.
5. Year-end Best Sales Award, Best Payment Award, Best Development Award and Best Employee Award.
Best Sales Award: The winner is the company with the best annual sales profit.
Best Payment Award: The winner is the person with the highest payment rate and timely rate.
Best development award: the winner is the enterprise with the highest growth in new business volume.
Best employee award: the winner is the person who has won the best employee award the most times every month.
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