销售部门是企业组织结构中典型的收入中心,是企业最终能否成功的关键部门。本文以高科技制造企业为例,提出考核销售人员的关键业绩指标,用层次分析法确定各指标在激励报酬结构中的权重分配,分析销售人员的激励报酬构成,并对实施效果做出评析。 The sales department is a typical revenue center in the organizational structure of an enterprise and a key part of the enterprise’s success in the end. Taking high-tech manufacturing enterprises as an example, this paper puts forward the key performance indicators of salesmen, and uses the analytic hierarchy process to determine the weight distribution of each index in the incentive compensation structure, analyzes the composition of the incentive remuneration of salespeople, and makes comments on the implementation results.