最新营销员考核方案

1、2011年最新营销员考核方案营销员考核办法(讨论稿)为适应新的营销管理运行模式，促进全区卷烟经营工作的健康发展,进一步调动营销员的工作积极性，实现绩效挂钩，增加卷烟销量，现制定对营销员的考核办法，具体如下：一、考核内容：对营销员的考核分为三部分：一是基础考核，即对营销员的行为规范、规章制度落实、走访客户和计划与分析的考核；二是销售业绩考核，即对营销员所在访销区域的各项销售指标完成情况的考核；三是管理考核，即对营销员的市场管理与服务的考核。二、考核方法：营销部对营销员每月销售业绩的完成情况计算得分，并按照基础考核和管理考核的要求对营销员进行考核，其中，基础考核、销售业绩考核和管理考核分别占工资的

2、15%、70%和15%，月底汇总三项考核综合得分,并根据三项考核所占工资的百分比计算营销员的工资。三、营销员工资计算办法根据考核得分核算营销员工资。营销员工资计算公式：营销员月工资=基础工资（基础考核得分0.15+销售业绩考核得分0.7+管理考核得分0.15）/100+重点宣传品牌销售奖励工资。四、具体考核内容：1.基础考核：基础考核满分为100分，内容分为三项：基础管理（30分）、走访客户（30分）、计划与分析（40分）。三项考核内容的具体项目如下：（1）基础管理（30分）：行为规范（15分）。行为规范是对营销过程中的“职业道德、仪容规范、文明用语规范、热情服务八个一样、语言修养六不讲”等内

3、容的检查，发现有违反者视情节扣分。公司各项规章制度的落实（15分）。包括安全管理、考勤管理及其他相关规定，视情节扣分。（2）走访客户（30分）：按拜访计划实施走访（15分）。营销员按分好的走访线路及客户名单，每2周至少对所有零售户走访一遍，其中重点户要至少走访3遍，次重点户至少走访2遍，有促销活动时另行安排。未按计划拜访客户的一户扣1分。无电话客户的人工补访（15分）。无电话客户除主动拨打当地营销部电话补货外，营销员应每周按规定的线路及时间上门访销，并能主动做好客户的工作，积极加入电话访销。每发现一次不按要求落实的扣1分。（3）计划与分析（40分）：按旬编制销售计划（5分）。将营销部下达的各项

4、销售任务指标按旬做好计划分配，细化销售方案。内容不全一项扣1分，未编制此项全扣。按旬编制客户销售计划（5分）。在旬计划的基础上，根据零售户的经营能力及销售水平，细分客户的销量及结构品牌，按旬做好计划的落实情况，缺一项扣1分，未作此项全扣。访销日志（10分）。按访销日志的填写规定检查考核，无特殊情况少写一篇扣1分。市场调研和市场分析（15分）。按旬将走访过程中卷烟销售情况及市场动态予以综合论述，以旬小结、以月汇总。无旬记1次扣3分，无月结扣6分。客户基本情况的沟通（5分）。按要求及时统计新入网客户基础信息、原有零售户情况的变更（基础信息的变更、停业等情况），及时上报营销部，并及时与电访员进行沟通

5、。营销员要对新入网零售户做好解释工作，次月1日正式纳入电话访销或人工访销。没有及时传递信息影响零售户卷烟销售或没有作好解释工作引起零售户误会的，发现一户扣1分，扣完为止。2.销售业绩考核：营销员的销售业绩任务包括同一访销区域的电访员的任务和未入网的需人工访销的任务，无人工访销任务的区域营销员和电访员的任务相同。如对下月任务有调整，当月27日各营销部上报分公司营销中心访销管理部，未上报的视为不变动。销售业绩考核满分为100分，考核内容分为两项：卷烟销量（50分）、结构任务（50分）。两项考核内容的具体考核项目如下：（1）销量任务（50分）总销量（20分）：按下达计划完成的百分比计算相应得分。完成

6、计划每超1个百分点加0.2分；完成计划的95%-100%（含95%）之间，每差1个百分点减0.2分，完成计划的95%以下，每差1个百分点减0.3分，扣完为止。qcwa3ptgz7r4i30ka1dkaghn3xtkknbycudxqa7fhyi2chhi92tgkqcwa3ptgshls50clmtwn60eo8wgqv7xav2ohum32wgeauwydiawgmer4i30ka1dkaghn3xtkknbycudxqa7fhyi2chhi92tgkqcwa3ptgz7r4i30ka1dkagtgkqcwa3p tgz7r4i30ka1dkaghn3xtkknbycudxqa7fhyi2c

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