中国航天集团HT公司销售部门的薪酬管理
- 作者:
- 日期:2012/10/30
- 案例长度:页
案例关注的问题
案例简介
中文摘要：
本案例描述并分析了中国航天科工集团一家子公司销售部门的薪酬管理体系及其完善过程。该公司的产品具有一定的垄断性，许多客户都是公司客户，而不是完全依*业务员个人能力来获取和维系。该公司目前“提成制”的薪酬模式存在明显的平均分配倾向，并且存在细节上的缺陷。在公司的年度目标大幅度提升的情况下，该案例对该公司销售提成的模式和结构进行了完善。
关键词：垄断性企业；销售人员；销售提成制；薪酬模式
Absract：This case described and analyzed the sales compensation management system and its improving process of a subsidiary of the China Aerospace Science and Engineering Group. The companys products have a certain monopoly and many customers are corporate clients, rather than rely entirely on sales personal capacity to obtain .The company currently "commission system" model has obvious equally tendency and defects in details.With the companys annual goals greatly enhanced, the case analyzes and improves its sales commission system.
Key words：Monopolistic enterprises; sales; sales commission system; pay model
