销售人员薪酬体系设计

Design on the Compensation System for Sales Personnel

针对销售人员的工作特征,从基本薪酬、可变薪酬和间接薪酬三个方面对销售人员的薪酬体系进行分析。重点设计了销售人员的可变薪酬体系,对可变薪酬的确定依据、支付水平和支付方式进行详细设计,通过短期绩效和长期绩效的平衡机制,来实现销售人员薪酬激励效应的最大化。

Due to the work function of sales personnel, the basic compensation, variable compensation and indirect compensation, which are combined into the sales personnel＇ s compensation system, have been deeply analyzed. The variable compensation has been paid more attention to design, mainly on its determination basis, payment level and mode. Furthermore, a balancing mechanism of short-term anti long-term performance can be established, in order to maximize the motivation effect to sales personnel.