基于企业生命周期的销售人员薪酬策略(sales staff salary strategy based on enterprise life cycle)

基于企业生命周期的销售人员薪酬策略(sales staff salary strategy based on enterprise life cycle)

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时间:2018-07-15

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1、基于企业生命周期的销售人员薪酬策略(Salesstaffsalarystrategybasedonenterpriselifecycle)Sundaymorning,thewindowunderalightrain,Iwasawakenedbythesoundofthesleepingtelephone,thevoiceofafriendisfullofregret:didnotletyousleeplate,isindeedthemosturgenttoyouforhelp,recentlymanagerandvicepresidentofsalescompanysale

2、spersonnelsalaryofthingstofight,whodon'tgivein!"Shesaidatorrent."Haha,sinceit'salreadywokenup,youdon'thavetosaythatfast,"saidslowly."Irubbedmyeyeslistencarefully.Originally,friendsofthecompanyexecutivesandsalesvicepresidentofsalesstafftoadheretoahighfloatingwage,toadheretoahighfixedwage,wh

3、ocannotpersuade(twoareshareholders),shefinallyaskedthemanagerofhumanresourcesdepartmenttotaketheprogram.Afterunderstandingherproblem,Itoldherwhatkindofsalarystrategytochoosedependsontheenvironmentoftheenterprise.Atpresent,thesalarystructureofsalespersonnelisgenerallyfixedwages,Commission(t

4、argetbonus),welfarethreeparts.Thereisnodifferencebetweenthemethodofcommissionandthetargetbonus.Themethodsarenotbetter,onlymoresuitable(seechart:Commissionandtargetbonus).Similarly,totakehighbasicsalaryorlowbasesalaryisnothighpoints,thekeypointistoconformtotheenvironmentinwhichenterprisesli

5、ve.Forexample,thelifecycleofenterprisesisdifferent,andthecompensationstrategyisnotconsistent.Chart:CommissionandtargetbonusCommissionTargetbonusExternalmarketenvironmentemergingmarketMaturemarket,relativelyaccuratepredictionSalespersonroleSimilartodealers,moredependentonpersonalabilityThec

6、ompanyprovidesmoresupporttosalespeopleSalesmanagementlevelSimpleextensivemanagementGoalsettingandmanagementcapacityisrelativelymature,thestart-upperiod,entrepreneurialpassionwithstart-upcompaniesinthemightywavecrashingonasandyshoreforitsleadingproductsareusuallyeagertoopenthemarket,duetolo

7、wsales,revenuesandprofitsarelow,operatingcashflowoftenshowedanetoutflowofstate.Atthesametime,themainbusinessprocess,organizationalstructureandjobpreparationisnotstable,uncleardivisionofresponsibilities,therearemorethanonejobordutycrossphenomenon,leadingemploye

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