销售部经理绩效考核实施方案
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目 录
第1章 市场部考核指标量化................................................................51．1 市场指标与考核制度设计..............................................................51．1．1 市场指标设计.....................................................................51．1．2 市场部考核制度设计...............................................................6第2章 销售部考核指标量化...............................................................132．1 销售指标与考核制度设计.............................................................132．1．1 销售指标设计....................................................................132．1．2 销售部考核制度设计..............................................................14第3章 大客户部考核指标量化.............................................................183．1 销售指标与考核制度设计.............................................................183．1．1 大客户部销售指标设计............................................................183．1．2 大客户部考核制度设计............................................................19第4章 直销部考核指标量化...............................................................254．1 直销指标与考核制度设计.............................................................254．1．1 销售指标设计....................................................................254．1．2 直销部考核制度设计..............................................................25第5章 促销部考核指标量化...............................................................285．1 促销指标与考核制度设计.............................................................285．1．1 促销指标设计....................................................................285．1．2 促销部考核制度设计..............................................................29第6章 导购部考核指标量化...............................................................336．1 导购指标与考核制度设计.............................................................336．1．1 导购指标设计....................................................................336．1．2 导购部考核制度设计..............................................................33第7章 电话销售部考核指标量化...........................................................367．1 销售指标与考核制度设计.............................................................367．1．1 电话销售指标设计................................................................367．1．2 电话销售部考核制度设计..........................................................37第8章 网络销售部考核指标量化...........................................................408．1 销售指标与考核制度设计.............................................................408．1．1 网络销售指标设计................................................................408．1．2 网络销售部考核制度设计..........................................................40第9章 区域销售部考核指标量化...........................................................449．1 销售指标与考核制度设计.............................................................449．1．1 区域销售指标设计................................................................449．1．2 区域销售部考核制度设计..........................................................45第10章 销售分公司考核指标量化..........................................................4710．1 销售指标与考核制度设计............................................................4710．1．1 分公司销售指标设计.............................................................4710．1．2 销售分公司考核制度设计.........................................................48第11章 销售办事处考核指标量化..........................................................5211．1 销售指标与考核制度设计............................................................5211．1．1 办事处销售指标设计.............................................................5211．1．2 办事处考核制度设计.............................................................53第12章 广告部考核指标量化..............................................................5512．1 广告指标与考核制度设计............................................................5512．1．1 广告指标设计...................................................................55
12．1．2 广告部考核制度设计.............................................................56第13章 公关部考核指标量化..............................................................5913．1 公关指标与考核制度设计............................................................5913．1．1 公关指标设计...................................................................5913．1．2 公关部考核制度设计.............................................................60第14章 售后服务部考核指标量化..........................................................6514．1 售后服务指标与考核制度设计........................................................6514．1．1 售后服务指标设计...............................................................6514．1．2 售后服务部考核制度设计.........................................................66第15章 总监级人员考核指标量化与方案设计................................................7015．1 总监级人员考核方案设计.............................................................7015．1．1 营销总监绩效考核方案设计.......................................................7015．1．2 销售总监绩效考核方案设计.......................................................7515．1．3 区域总监绩效考核方案设计.......................................................7915．1．4 大客户总监绩效考核方案设计.....................................................81第16章 经理级人员考核指标量化与方案设计................................................8616．1 经理级人员考核方案设计............................................................8616．1．1 市场经理绩效考核方案设计.......................................................8616．1．2 销售经理绩效考核方案设计.......................................................8816．1．3 大客户部经理绩效考核方案设计...................................................9216．1．4 直销经理绩效考核方案设计.......................................................96第17章 主管级人员考核指标量化与方案设计...............................................10117．1 主管级人员考核方案设计...........................................................10117．1．1 促销主管绩效考核方案设计......................................................10117．1．2 导购主管绩效考核方案设计......................................................10417．1．3 电话销售主管绩效考核方案设计..................................................10817．1．4 网络销售主管绩效考核方案设计..................................................11117．1．5 维修服务主管绩效考核方案设计..................................................113第18章 专员级人员考核指标量化与方案设计...............................................11718．1 专员级人员考核方案设计...........................................................11718．1．1 市场专员绩效考核方案设计......................................................11718．1．2 销售专员绩效考核方案设计......................................................12218．1．3 大客户专员绩效考核方案设计....................................................12418．1．4 直销专员绩效考核方案设计......................................................128第19章 销售人员销售费用量化考核.......................................................13219．1 销售人员销售费用指标量化.........................................................13219．1．1 奖励提成考核指标量化..........................................................13219．1．2 培训费考核指标量化............................................................13219．1．3 促销费考核指标量化............................................................13319．1．4 广告费考核指标量化............................................................13319．1．5 公关费考核指标量化............................................................13419．1．6 差旅费考核指标量化............................................................13419．1．7 业务招待费考核指标量化........................................................13419．1．8 售后服务费考核指标量化........................................................135第20章 销售人员评比考核...............................................................13620．1 销售人员评比考核指标.............................................................13620．1．1 评比考核定量指标设计..........................................................13620．1．2 评比考核定性指标设计..........................................................13620．2 销售人员评比考核方案.............................................................137
20．2．1 销售人员评比考核制度..........................................................137第21章 销售人员阶段性考核.............................................................14021．1 销售人员转正与月度考核...........................................................14021．1．1 销售人员转正考核方案..........................................................14021．1．2 销售人员月度考核方案..........................................................14221．2 销售人员季度与年终考核...........................................................14421．2．1 销售管理人员季度考核方案......................................................14421．2．2 基层销售人员年终考核方案......................................................14721．2．3 销售管理人员年终考核方案......................................................149第22章 渠道管理量化考核与方案设计.....................................................15322．1 经销商管理量化考核与方案设计.....................................................15322．1．1 经销商管理量化指标............................................................15322．1．2 经销商综合考核方案............................................................15522．2 代理商管理量化考核与方案设计.....................................................16022．2．1 代理商管理量化指标............................................................16022．2．2 代理商信用考核方案............................................................16122．3 零售商管理量化考核与方案设计.....................................................16322．3．1 零售商管理量化指标............................................................16422．3．2 零售商终端活化考核方案........................................................165
销售部经理绩效考核实施方案
