One, introductive
The importance of system of assessment of outstanding achievement of the salesperson in sale management and firewood reward system is well-known, we do not need too much academic explain to narrate a specification. We are used below the value that this story shows these two systems very can appropriately. A few years ago, an accidental opportunity, the salesperson of some pharmacy company is in the author and Jiangxi a guesthouse is known and coexist a few days, the with sale team interior conflict on the system of outstanding achievement assessment that this salesperson gave the author to introduce their company in detail and firewood reward system and the market that bring from this, also abreacted his dissatisfaction to the company, his malcontent expression is on behavior be slack in work and " live on sb while helping others secretly " . The outstanding achievement in paying close attention to sale management system very much from the author since that moment examines the issue of respect of system and firewood reward system, intended also ground is mixed from the sale controller of the enterprise, salesperson the more collect in relevant document the data of this respect.
The author hopes to pass the treatise of the article, the basic content that examines system and firewood reward system can more chasteningly to salesperson outstanding achievement gives expression, at the same time the practice to what go up in this problem currently tries to comment on.
2, the basic content of system of assessment of salesperson outstanding achievement and firewood reward system
Outstanding achievement assessment and firewood fulfil computation are different but the concept closely related, accordingly we put two ideas to to have sex of thrust deep into the enemy forces, omnibus analysis is feasible. Current, the enterprise basically is right to outstanding achievement assessment of the salesperson the mensurable index that quantifies easily undertakes assessing, propose a toast for fundamental computation firewood with this, and less to the attention of qualitative index.
(one) to salesperson outstanding achievement assessment is the serious content in sale management, at present most enterprise is in our country to assess the basic method when to basically pay attention to the assessment that can quantify index to salesperson outstanding achievement, the assessment that can quantify basically can divide two kinds into blame norm assessment and norm assessment. The basic method that is not norm assessment is the real sale that presses a salesperson (or quantity) will measure outstanding achievement, press namely sell the amount that give or amount to undertake assessing, press sheer number to assess namely; The main course of action that norm examines is to give each salesperson to make a basic sale (or quantity) namely norm, of salesperson outstanding achievement measure pay attention to more will in order to exceed basic sale share calculate, of basic sale make the particular case that should consider to sell environment of feature of area, product line, vital statistics, macroscopical economy to wait commonly.
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