销售部分绩效考核方案
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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
销售部分绩效考核方案
