Article 1 These Measures are formulated to encourage salespeople to give full play to their work potential, actively expand the market, promote the marketing of the company's products and safeguard the normal development of the company.

Article 2 The implementation targets of these Measures are the company's sales representatives and sales leaders (directors and above).

Article 3 The standard time for calculating rewards is from the beginning to the end of each month.

Article 4 Measures for rewarding sales representatives. According to the comprehensive evaluation of sales achievement rate, collection achievement rate and customer turnover rate.

1. Calculation formula.

① Sales achievement rate = (sales amount-return amount)/sales target amount × 100%.

Note: the maximum value on the right side of the equation is calculated as 150% (because of the target setting, it is limited to the maximum upper limit).

Too low or some unexpected events, not the result of personal efforts of sales staff).

② Payment achievement rate = payment recovery rate × 60%+ payment period rate ×40%= actual payment amount × last month's receivable balance+actual sales amount of this month ×60%+90/∑[ actual payment amount × (payment due date, collection benchmark date and month)]/∑ actual payment amount ×40%.

Precautions:

A. When the payment recovery rate is less than 40% (that is, the preceding paragraph on the right side of the equation is less than 24%), the bonus will not be calculated.

B for customers with cash deduction of 5%, the expiration date of the latter item on the right side of the equation should be increased by 75 days.

C the base date of collection is 10 of next month.

D The numerator of the last item is 90 days, which refers to the longest ticket period allowed by the company (from the first day of the next month after delivery).

③ Customer turnover rate = ∑ number of customers per day /250×50%+ number of customers in the current month/total customers× a.

Precautions:

The maximum value of the upper right section of Equation A is 30%, that is, the maximum value of ∑ is 150. (250 means working 25 days a month, and each salesperson should visit at least 10 customers every day. Because the percentage of 50% of the previous item plus A of the next item exceeds 100%, 30% is the maximum. )

B the number of trading customers in the current month cannot be counted repeatedly for customers.

C. If the total number of customers is greater than 100, a is set to 90%;

If the total number of customers is 90 ~ 99, A is 80%;

If the total number of customers is 80 ~ 89, A is 70%;

If the total number of customers is 70 ~ 79, A is 60%;

If the total number of customers is 60 ~ 69, then a is set to 50%;

If the total number of customers is less than 59, set a to 0.

(The total number of customers is the total number of customers in the sales area. )

2. Award amount standard.

Article 5 Measures for rewarding sales personnel.

1. Calculation formula:

Product sales achievement rate = sales volume-return amount A product sales target amount× 40%+sales volume-return amount A product sales target amount× 25%+sales volume-return amount A product sales target amount×10%+sales volume-return amount B product sales target amount× 20%+sales volume-return amount C product sales target amount× 5.

2. Award amount (as shown in the table below).

Product Sales Achievement Rate (%) Bonus (RMB)

121~150 500× achievement rate/120

100~ 120 5000

90~99 3500

80~89 2000

79 0

Article 6 The accounting unit of bonus.

The unit receiving the bonus is responsible for calculating the bonus amount, submitting it on the premise of 15 of the following month, and paying it at the same time on the salary payment date. Audit departments should conduct spot checks on time to check the correctness of bonus calculation of each unit.

Article 7 restrictive conditions for receiving bonuses.

65438+

2. If the sales representative fails to pay back the money in the current month, the employee and the person in charge will not receive the bonus in the current month, and it will also be handled according to the payment method.

Article 8 The incentive measures for foreign business departments shall be studied separately.

Article 9 These Measures shall be implemented as of ×××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××××× And modify it according to the actual situation.

Attachment 4: Payment Method of Sales Performance Bonus (Example)

Article 1 In order to stimulate the enthusiasm of sales staff, improve their performance, actively explore sales routes and open up markets, the Company formulates these measures.

Article 2 The measures for granting bonuses to salespeople shall be formulated by salespeople in the business department and external salespeople respectively.

Article 3 The scores earned by the sales staff in the business department (as a whole) shall be calculated according to the following contents: yield (20%), sales completion rate (40%), payment recovery period (30%), bad debt rate (5%) and transaction management (5%). Their respective calculation methods are as follows:

1. Yield fraction.

(1) yield score =20 points+profit-loss ratio ÷0. 1%× 1.5 points.

② Profit and loss rate = actual surplus (or loss)/actual sales × 100%.

(3) If there is a loss, the profit and loss rate is negative.

2. Sales completion rate score.

(1) sales completion rate score =40 points × sales completion rate.

② Sales completion rate = actual sales/target sales × 100%.

(3) If there are individual special reasons that make the sales increase substantially, the original sales target should be increased again, so as not to make the sales growth not due to personal efforts included in the monthly sales target.

(4) Actual sales are calculated as net sales.

3. Payment payback period score.

① The project benchmark of loan payback period is 30 points.

② The payment recovery date will be deducted by 0.5 points for each additional day compared with the base date, and will be increased by 1 point for each additional day.

4. Bad debt rate score.

① Bad debt rate = bad debt amount/actual sales × 100%

② If there is no bad debt, score 7.5 points, the benchmark of bad debt rate is 0.2%, and if the actual bad debt rate is lower than 0.2%, score 5 points, and deduct 0.5 point for each increase of 0. 1% benchmark.

5. Transaction management score.

(1) The full score for the transaction management project is 5.

(2) If it is included in the business report controlled by the company, it will be deducted 1 minute every time it is issued late or the content is wrong. If the performance statistics are affected due to late submission, the score of this item is zero, and 5 points will be deducted.

6 sales staff (overall) deserved score is the sum of the above five scores.

Article 4 The scores obtained by external sales personnel shall be calculated according to the following contents: sales. Completion rate (50%), payment cycle (30%), general sales rate of customers (10%), bad debt rate (10%). The specific calculation method of each project is as follows:

1. Sales completion rate score.

(1) sales completion rate score =50 points × sales completion rate.

② Sales completion rate = actual sales target sales × 100%.

(3) If there are some special reasons to promote the growth of sales (volume), this part of the growth should be included in the sales target of the current month, and the original sales target should be adjusted.

(4) Actual sales are calculated as net sales.

2. Payment payback period score.

① This project is basically divided into 30 points.

② Deduct 0.5 point for each day exceeding the benchmark date, and increase 1 point for each day exceeding the benchmark date.

3. Customer's general sales score.

① Total customer sales score = 10 × customer turnover rate

② Customer turnover rate = actual number of customers 180 × 100%.

(3) If the total number of customers within the jurisdiction is lower than the minimum standard (180) and belongs to professional foreign affairs or special areas, it shall be reported to the superior for approval and handled as appropriate according to the specific circumstances.

④ The final maximum score of this item is 14.

4. Bad debt rate score.

① Bad debt rate = actual sales of bad debt amount × 100%

② If there is no bad debt, score 15, and if the bad debt rate is within the benchmark (0.2%), score 10, 0.5 point will be deducted for every 0. 1% exceeding the benchmark.

5. The deserved score of a diplomat is the arithmetic sum of the above four scores.

Article 5 The basic conditions for winning a bonus are as follows:

1. Sales staff in business hall (overall):

① The sales completion rate should be above 100%, and the total score should be above 100.

(2) There is no average loss in the whole period (if there is a loss, the ranking of the business department will be retained and included in the performance appraisal, but no bonus will be paid).

2. Outside sales staff:

① The sales completion rate should be above 100%, and the total score should be above 100.

(2) The number of customers trading in major products is above 150 (calculated monthly).

Article 6 Calculation and payment methods of bonuses.

Score once a month, and the bonus is calculated every three months.

Seventh bonus amount and distribution method:

1. Sales staff of business hall:

(1) according to the actual total score in the top five, other eligible for the award according to the specific distribution method.

(2) The specific distribution method is: exporters get 60% of the corresponding bonus, and assistant exporters (distribution) and drivers get 20% of the bonus.

(3) If there are more than two auxiliary exporters (distribution) and drivers to assist exporters, they will be redistributed according to their contributions to the export work.

Article 8 If the sales completion rate is below 80%, the number one in the bottom is 1 time, the number two in the bottom is 2, and the number three in the bottom is 1 time. If he comes last for two consecutive years, he will be demoted.

Article 9 Anyone who falsely reports sales performance will be severely punished in addition to recovering the bonus.

Article 10 These Measures shall be implemented as of 2005 1 month 1 day, and the specific implementation methods are as follows.