关键绩效指标管理分销商(国外英文资料).docVIP

关键绩效指标管理分销商 What index system can be used to conduct effective performance appraisal management for distributors? The general practice is to set up the enterprise sales index assessment, mainly assessment in accordance with the distributors purchase quantity, it is emphasized that the number of enterprises sold to distributors of goods, the sales index does not fully take into account the reality of the market, mostly from the needs of enterprises, rather than the actual market demand. The sales staff is not the actual distribution and the terminal outlets responsible for digestion of sales staff and distributors, resulting Yahuo and Chuanhuo for profit, the assessment of the enterprise sales promotion brought great harm, and the enterprise marketing goal divergence, can be said that the unreasonable performance evaluation index of distributors. Therefore, such a distributor performance appraisal mechanism is undesirable. How does the market leading enterprise conduct the performance appraisal of the distributors? Below we look at P G distributor distribution performance evaluation index system. Procter Gamble distributor coverage service fee (CSF) evaluation system Objective: to realize the service of the store covered with better customer effectively motivate distributors, better store performance, visit more efficient; simplified and standardized management of field sales personnel in the daily operation of the distributor of Procter gamble. Performance evaluation index: coverage level of service (CPL) The main projects include the evaluation of distributors compliance rate, help sales promotion compliance rate, compliance rate, coverage rate, customer service level compliance rate, system data accuracy and coverage rate, the labor contract signed the basic wage rate, the statutory welfare pay rate. Coverage service level will be assessed by standard distributor coverage service assessment tool monthly. The assessment process will use the standard distributor