As an important force in enterprise sales, the salary structure of salesmen includes basic salary and commission. Among them, the percentage of commission varies according to different enterprises, different products, different customers, etc. Generally speaking, the proportion of sales commission is between 5% and 10% of sales or gross profit.
First of all, sales commission is a common way of commission. In this way, the salesperson can get a commission based on a certain proportion of sales, such as 1% of sales. In this way, the commission ratio of salesmen is low, but for some new enterprises or new products, this way can effectively motivate salesmen to promote products and improve sales performance.
Secondly, gross profit commission is also a common way of commission. In this way, the salesman can get a commission based on a certain proportion of gross profit, such as 5% of gross profit. In this way, the commission ratio of the salesperson is high, but for some industries with low gross profit, this way may not be conducive to the profitability of the enterprise.
In addition, the percentage of commission may vary according to different products and customers. For example, for some high-value customers or customers with large orders, the enterprise may give salesmen a higher percentage of commission to encourage them to promote products better. In addition, for some new businesses, new markets or new products, enterprises may also give salesmen a higher percentage of commission to encourage them to develop markets and promote new products.
The salesperson usually takes 10 to 15 points of net profit. The specific proportion should be comprehensively considered and formulated according to the actual situation of the enterprise, product characteristics, customer needs and other factors, so as to encourage the salesperson to promote products better and improve sales performance. At the same time, enterprises also need to formulate reasonable salary management systems and regulations, and reasonably distribute and manage the commissions of salesmen and profits of enterprises.
The commission of the company's salesmen is generally between 10% and 30%.
1、 There are generally the following types of commission for salesmen.
1. The commission of salesperson should be determined according to the basic salary standard you give. There are two kinds of commission: low basic salary, high commission or high basic salary, and low commission. Generally, the commission range can be between 10% and 30%, depending on the company's quotation standard.
2. Generally, rebates should not be given too high, or it will have a bad impact on the company. It is only equivalent to some tea and water fees. Personally, it is considered to be about 5% to 10%, which is the most appropriate. It just plays a role of promoting the flames, otherwise, it will have a negative effect.
3. If the tea fee is deducted from the company's payment, the salesperson will calculate the commission point according to the amount after deducting the tea fee. If the salesperson is given a higher commission space, it is equivalent to limiting a certain point, giving the salesperson 30% of the commission. Sometimes the customer will bargain, which is the communication problem between the salesperson and the customer. The company is not responsible, but after setting a standard price, 30% or more of the high commission will be given to you. The company will decide by itself. The salesperson will decide by himself how much rebate will be given to the customer. This rebate will be deducted from the salesperson's own commission points.
4. In fact, it is very simple to prevent this kind of behavior. Generally, the financial staff transfers the money directly to the customer's account number. The business representative must provide the real name of the payee, what department, position, and what role it plays. In the process of communication, the company needs to fill in each visit record, and the company can view the follow-up status of the customer at any time, Or the customer service personnel can call to ask if the company has such a customer, and make a return visit. If the commission mentioned in the third point is high, the company will not have to worry about it. The salesperson will handle it by himself, and it will be better if it is not lower than the company's minimum price floor.
2、 The following is the salesman commission system:
1. High base salary and low commission
The system is mainly implemented in foreign enterprises or large domestic enterprises. The base salary of the business representative of a domestic household appliance enterprise in Shanghai is 4000, and the commission is 1%. It is a typical system of high basic salary and low commission. The system is easy to retain loyal old business representatives and stabilize some talents with similar abilities. However, the system often has certain requirements on the education, foreign language level and computer level of business representatives, so it is not easy for business representatives to enter, and the threshold is relatively high.
2. Mid base salary and mid commission
Based on the average base salary of peers and the average commission of peers, this system is mainly used in some medium-sized enterprises in China. This system has great attraction for some business representatives with good ability but low education. The business representative considered the long-term development of such an enterprise, which was mainly influenced by the traditional Chinese thought of the Mid Tang Dynasty. At present, some domestic enterprises adopt this salary payment method.
3. Low base salary and high commission
The basic salary standard is lower than the average basic salary of peers, even the local minimum living security, and the bonus is higher than the average commission of the same industry. This system is mainly used in some small enterprises in China. This system can not only effectively promote the work enthusiasm of business representatives, but also the enterprise does not have to pay excessive labor costs. For some abilities The business representatives with sufficient experience and low education have certain attraction. The most innovative one is a domestic health care product enterprise, which follows the service marketing system, and its salary system is: the minimum living security (450 yuan) in the city to complete the business volume × The salary system of setting percentage (10%) often leads to two extremes. People with strong ability often eat and support, while those with weak ability often cannot.
4. Breakdown of tasks
This is a relatively new set of salary payment principles, which can pay each business representative fairly and completely break the traditional base salary commission system.
