天然气销售管理环节的几个问题

Some Problems on Management of Natural Gas Marketing

在天然气销售管理方面,应坚持"三分离"原则,即资源开发与销售分离,资源区域管辖与销售分离,管道运输与销售分离。天然气价格目前由出厂价+管输费两部分组成,企业可作相对调整的只是管输费(或以后的)部分。可按现货价、合同价和期货价3种形式来确定相对可变的那部分价格。在销售激励机制方面,要一并考虑"量"和"价"的问题,要尽量以管线走向和管网布局为"单元"进行管理。从销量超额激励、效益超额激励和费用成本激励3方面着手,实行权、责、利量化考核,薪酬挂钩。

The principle of'Three separations'should be insisted on in management of natural gas marketing.They are separations of marketing and resource development,regional ju- risdiction and pipeline transportation.Price of natural gas is composed by factory-price and pipeline transportation price. Price of factory-price can not controlled by the enterprise.The variable parts(relatively)in natural gas price are defined by cash price,contract price and futures price.As to incentive mechanism for natural gas marketing,both'volume'and 'price'should be considered.Management should go on accord- ing to direction and distribution of pipeline Three kinds of in- centives for excess Sales volume,profits,costs and expenses should be used to exam achievements and be the parts of salary mechanism.