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对于推行销售费用大包干办法,人们褒贬不一。笔者认为这种办法有利也有弊,应当兴利除弊,进一步加以完善,达到搞活销售的目的。“包干”之利:(1)有利于推销人员在费用大包干情况下,灵活处理业务,不失时机。(2)有利于调动推销人员的积极性,推销人员完成和超额完成任务,不但得到或超额得到工资和差旅费,还可自主地支配包干范围的业务联系费和应酬费等。(3)实行销售费用大包干,一般以实现销售收入、收回贷款为结算依据,有的还按从发出产品到收回货款的时间长短,实行浮动费率,促使销售人员不仅
There have been mixed reviews of the implementation of a large-scale contract for selling expenses. The author believes that this method has both advantages and disadvantages. It should be used to eliminate disadvantages, further improve it, and achieve the purpose of invigorating sales. The benefits of “contracts”: (1) It is beneficial for sales personnel to flexibly handle their business in the case of large expenses and without losing time. (2) It is beneficial to mobilize the enthusiasm of salespeople, and sales personnel complete and over-fulfill the tasks. They not only get or overpay for wages and travel expenses, but also autonomously control the business contact fees and entertainment fees for the scope of the contract. (3) The implementation of sales expenses is large-scale, generally based on the realization of sales revenue and the recovery of loans as the basis for settlement. Some of them also follow the length of time from product issuance to payment collection and the implementation of floating rates, prompting sales personnel to not only