“收入”和“任职”两条线考核的方法,在实践中有效地扼制了销售人员的短期行为。目标市场是大客户的集团公司,对销售公司的管理几乎是清一色地采取销售提成方式,然后销售公司对业务员再提成。这种管理方式与早期的企业承包制区别不大,区域经理、业务员在开展业务过程中的短期行为非常普遍。同时,市场经济下灵活的人才流动机制和同行业激烈的竞争,也为这种短期行为提供了生存的土壤。大客户购买一般具有重复购买、购买量大、专家型购买等特点,客户 “Income ” and “service ” two lines of assessment methods, in practice effectively curb the sales staff short-term behavior. Target market is a large customer group, the management of sales companies almost all sales commission to take the way, and sales company commissioned by salesman. This management approach and the early enterprise contract system is not very different, regional managers, sales staff in the conduct of business in the short-term behavior is very common. At the same time, the flexible flow mechanism of talent in the market economy and the fierce competition in the same industry also provide the soil for such short-term behavior. Major customers to buy generally have the repeated purchase, the purchase of large, expert type of purchase, etc., customers