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The sale drive plan that makes incentive sex and fair sex have both -- " section
From;    Author:Stand originally

One, case introduction and problem analysis

L company is an equipment production company, this enterprise has director of 7 sales district, each district directors are in charge of the sale of a region of section of the market working. This company implements plan of such sale deduct a percentage from a sum of money, namely director of department of the beginning of the year and district director make the sale target specified number that gives every salesperson jointly, year end has sale statistic, the sale that completes like fructification border is in in sale target specified number, criterion according to the deduct a percentage from a sum of money of 0.4% scale plan is carried; And install sale target to overfulfil award to exceeding the share that sells target specified amount, the computational method that overfulfils award is: Be in partly above quota 10% less than, above quota partial plan is carried 0.6% ; Above quota 10% to 20% , above quota partial plan is carried 0.8% ; Above quota 20% to 30% , above quota partial plan is carried 1.0% ; Above quota 30% to 40% , above quota partial plan is carried 0.6% , above quota 40% above, plan carry 0.4% .

According to plan of this deduct a percentage from a sum of money, l company XX year sale status appeared following strange phenomena:

Problem one, the rate that finish is 7 average sale ends that sell district director 229% , the top end ratio that finish is as high as 545% actually. (following plan institute are shown)

Problem 2, overfulfil award place to hold proportion of whole sales revenue exorbitant: Highest proportion is as high as 70% , average specific value is 40% (following plan institute are shown)  

Problem 3, sales revenue and real sale close into positive, but have nothing to do with the target ratio that finish however; Forehead of deduct a percentage from a sum of money, above quota award and real sale all have nothing to do, forehead of deduct a percentage from a sum of money and above quota award negative closes. That is to say, although on whole, sales revenue can reflect sale contribution, but the target is worth and above quota award all lost its due prompt action. (following plan institute are shown)

The deduct a percentage from a sum of money of anatomize salesperson plan promote idea, appear 3 kinds of afore-mentioned strange phenomena, not be accidental. In market economy, regard rational economy as the person, the salesperson's choice is as far as possible hasten benefit canker. Have what kind of sale plan carry incentive plan, can have what kind of behavior reaction. Case is here medium, l company sells target specified amount for salesperson setting in the beginning of the year, the sale outstanding achievement in sale target specified number according to " one knife is cut plan carry kind " , namely of 0.4% plan raise scale deduct a percentage from a sum of money, to different sale outstanding achievement all adopts proportion of same deduct a percentage from a sum of money, have break evenhanded; And be done not have in plan of this deduct a percentage from a sum of money the point is raised since the setting, the salesperson does not have any sale pressure. And the sale outstanding achievement besides sale target specified number criterion according to different deduct a percentage from a sum of money scale plan is carried, and scale of each paragraphs deduct a percentage from a sum of money all the scale deduct a percentage from a sum of money inside limits of specified number of prep above target. Regard rational economy as the person, the salesperson wants oneself increase is the biggest change, with respect to the scale of deduct a percentage from a sum of money of award of outstanding achievement of forehead of Yu Chao of inevitable meeting incline to. When making sale target specified number then, meet of leave no stone unturned seek all sorts of reason and high-level bargain, as far as possible a depress of sale target specified number, so that make oneself outstanding achievement exceeds target specified amount end of the year, take more deduct a percentage from a sum of money then. This is one kind coverts actually raise deduct a percentage from a sum of money proportional phenomenon.
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