【料神外贸】外贸业务员提成薪酬怎么样制定？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">料神 Sam</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">读完本文</p>大约<span style="color: black;">必须</span>7分钟<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">之前写了一篇关于某外贸业务员提成被扣钱的<span style="color: black;">文案</span>，<span style="color: black;">导致</span>了不少讨论。</span><span style="color: black;">有不少料友问，什么时候写一篇怎么制定薪酬制度的<span style="color: black;">文案</span>。鉴于打赏的人比较多，我就应<span style="color: black;">大众</span><span style="color: black;">需求</span>写写这个<span style="color: black;">专题</span>吧。</span> </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一般</span>来讲<span style="color: black;">大众</span>关心比较多的还是提成问题，至于什么满勤奖，差补饭补之类的奖金、<span style="color: black;">补助</span>就不说了，这些都只是锦上添花。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">另一</span>，本文<span style="color: black;">亦</span>不谈绩效考核，<span style="color: black;">每一个</span><span style="color: black;">机构</span>的绩效指标不<span style="color: black;">同样</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">营销</span>额、利润额、新客户数量、新客户订单额、老客户订单额、空白市场开拓数量、新<span style="color: black;">制品</span>业务开拓金额、自有工厂<span style="color: black;">制品</span>出口<span style="color: black;">营销</span>额、回款率、索赔次数 …… </span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我能给你数出来20多种绩效指标。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">设置外贸人员的薪水似乎总是一个棘手的事情，<span style="color: black;">尤其</span>是<span style="color: black;">针对</span><span style="color: black;">有些</span>刚<span style="color: black;">起始</span>创业的外贸企业，<span style="color: black;">尤其</span>难，<span style="color: black;">由于</span>你<span style="color: black;">基本</span><span style="color: black;">无</span>任何经验，不<span style="color: black;">晓得</span>从哪<span style="color: black;">起始</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">无论哪个岗位，你给员工开的薪水和任何一种<span style="color: black;">商场</span><span style="color: black;">花费</span><span style="color: black;">同样</span>，都是一种投资，理应得到<span style="color: black;">报答</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>，<strong style="color: blue;">你<span style="color: black;">首要</span>应该设定，<span style="color: black;">针对</span><span style="color: black;">每一个</span>岗位，你认为的合适的【收入水平】，<span style="color: black;">或</span><span style="color: black;">咱们</span>说【薪酬总额范围】。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">针对</span><span style="color: black;">有些</span>处理事务工作的职位：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>办公文秘（有时<span style="color: black;">亦</span>兼任人事）、出纳会计等等，这些人员的薪酬<span style="color: black;">重点</span>来自于工资，你只要<span style="color: black;">根据</span>市场的平均水平来就<span style="color: black;">能够</span>了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">每一个</span><span style="color: black;">机构</span>的<span style="color: black;">状况</span>不<span style="color: black;">同样</span>，但<span style="color: black;">最少</span>你不得<span style="color: black;">小于</span>市场薪资水平的80%。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一样</span>的，在这些岗位上，<span style="color: black;">因为</span>并不是直接产生利润和收入，这些岗位上的人员即使再优秀，给的薪资最好不要超过市场薪资水平的25%。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">针对</span>外贸业务类的员工：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1、底薪</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">底薪并不是<span style="color: black;">那样</span>重要。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">你应该事先想好了底薪的范围，最高出多少？最低出多少？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">即使这个人，他有六七年的外贸工作经验，<span style="color: black;">然则</span>跟你底薪漫天要价，为了底薪不依不挠，我认为你该淘汰还是要淘汰。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">业务员的能力应该<span style="color: black;">表现</span>在业绩上，业绩<span style="color: black;">便是</span>业务人员的脸面。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">太过纠结于底薪可能缺乏自信，<span style="color: black;">实质</span>能力有待考量。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">面试的时候<span style="color: black;">倘若</span>这个人给你感觉<span style="color: black;">规律</span>清晰，情商不错，有<span style="color: black;">必定</span>职业化程度，有工作经验，<span style="color: black;">那样</span>底薪<span style="color: black;">能够</span>稍微高<span style="color: black;">有些</span>，<span style="color: black;">然则</span>高不到哪里去。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2、工作经验</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">至于工作经验，这个超过三年以上基本看年限<span style="color: black;">已然</span>没用了。工作五六年的工厂老外贸可能还没外贸<span style="color: black;">机构</span>工作三年的<span style="color: black;">青年</span>业务更适合你。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>我<span style="color: black;">始终</span>很认同一句话：赛马，不相马。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3、提成制度</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">针对</span>提成的制定就要比较<span style="color: black;">小心</span>些。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因为</span>业务员给<span style="color: black;">机构</span>直接带来收入和利润，<span style="color: black;">因此</span>这是你应该重点<span style="color: black;">思虑</span>的问题。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>业务员能够给<span style="color: black;">机构</span>赚100块，<span style="color: black;">那样</span><span style="color: black;">是不是</span>你愿意支付20块<span style="color: black;">做为</span>提成？显然，这<span style="color: black;">触及</span>到一个你心里能够接受的范围。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，劳务的双方立场总是不对等的，就像买卖<span style="color: black;">区别</span>心<span style="color: black;">同样</span>，<span style="color: black;">因此呢</span>你<span style="color: black;">亦</span>别指望你拍脑袋想出来的最高薪水额度就真的<span style="color: black;">表率</span>高收入了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关于这个问题我和我的<span style="color: black;">有些</span>大学<span style="color: black;">朋友</span>讨论过，<span style="color: black;">咱们</span>这群人有<span style="color: black;">非常多</span><span style="color: black;">亦</span>都是<span style="color: black;">机构</span>老板、股东，外贸创业了<span style="color: black;">非常多</span>年。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我<span style="color: black;">发掘</span><span style="color: black;">大众</span>的思想大体一致：<strong style="color: blue;">真心<span style="color: black;">期盼</span>员工拿得多</strong>，业务员<span style="color: black;">每一个</span>人都收入高高的，业务员<span style="color: black;">表率</span><span style="color: black;">机构</span>出去，<span style="color: black;">自信心</span>和气场都十足，老板们<span style="color: black;">亦</span>有面子。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">另一方面，业务员收入高，这<span style="color: black;">表率</span>给<span style="color: black;">机构</span>创造的价值<span style="color: black;">亦</span>大，最重要的是你<span style="color: black;">亦</span>赚得越多。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，还有<span style="color: black;">非常多</span>老板<strong style="color: blue;">并不是这么想</strong>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一旦业务员提成拿得多了，<span style="color: black;">或</span>觉得你提成拿得过高，就<span style="color: black;">起始</span>想<span style="color: black;">各样</span>办法来修改提成制度，找<span style="color: black;">各样</span>冠冕堂皇的理由。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>，<span style="color: black;">机构</span>的成本太高，<span style="color: black;">机构</span>订单不<span style="color: black;">挣钱</span>等等。<span style="color: black;">然则</span>，这些理由其实都站不住脚。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">毕竟，老板，我不是股东<span style="color: black;">亦</span>不是合伙人，创业的难你在<span style="color: black;">起始</span>创业时就应该有思想准备。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">机构</span>难处我<span style="color: black;">做为</span>员工<span style="color: black;">能够</span>理解，<span style="color: black;">然则</span>拿这些难处作为理由来修改双方商定好且认同的提成制度，这个还真的<span style="color: black;">不可</span>理解。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">首要</span>老板<span style="color: black;">表率</span><span style="color: black;">机构</span>的信誉，老板说话不算数是不是<span style="color: black;">表率</span><span style="color: black;">机构</span>信誉体系是坍塌的？</span><span style="color: black;">另一方面，不管是什么理由，老板承担经营<span style="color: black;">危害</span>，业务员获取订单拿<span style="color: black;">报答</span>，天经地义。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">打个不恰当的比喻，能为你创造财富的员工是会下金蛋的鸡，你看它下的蛋越多，本应该高兴，你却心疼给它喂的食越多，这个<span style="color: black;">心理</span>就有点不太对了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">亦</span>许你还怕它翅膀硬了会飞走，我<span style="color: black;">能够</span>这么说，真要发展到这一步，那说明你<span style="color: black;">亦</span><span style="color: black;">已然</span>创业成功了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不要总想着员工能对你忠心，<span style="color: black;">亦</span>不<span style="color: black;">想要</span>着招个能力普通<span style="color: black;">然则</span>忠心的业务员，忠心与否这个是<span style="color: black;">没法</span>评判的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">此刻</span>这是什么时代？外贸的门槛这么低，<span style="color: black;">非常多</span>90后都是眼看底薪别人比自己高五百一千就心里<span style="color: black;">各样</span>不平衡的，你还<span style="color: black;">需求</span>忠心，你拿什么收买忠心呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">你底薪给高<span style="color: black;">有些</span>就能收获忠心吗？拜托，<span style="color: black;">大众</span>只是打工的，拿钱换的<span style="color: black;">亦</span>不是什么忠心，就只是拿钱效劳<span style="color: black;">罢了</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">再说，忠不忠心无<span style="color: black;">所说</span>，只要能帮<span style="color: black;">机构</span>发展就行了。<span style="color: black;">机构</span>发展大了，就铁打的营盘流水的兵。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>真的担心员工会翅膀硬了飞，你就别创业好了，别培训员工，招个应届毕业生来跟跟单就好，最好电脑系统再装个监控，邮件系统做个默认密送，客户每次去工厂业务员陪同你<span style="color: black;">亦</span>跟着。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">跟<span style="color: black;">大众</span>说个我听过的奇葩老板：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">老板<span style="color: black;">需求</span>业务员把客户的邮件翻译成中文发给他，并且业务员回复客户邮件之前，要先用中文写个回复稿，发给老板批示。老板提出修改意见后，业务员再<span style="color: black;">根据</span>老板的指点修改后翻译成英文回复客户。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">真 TM 逗！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">老板干涉业务员的业务本身很正常，<span style="color: black;">倘若</span>老板对<span style="color: black;">机构</span>业务都不闻不问，那恐怕他对你业务<span style="color: black;">无</span><span style="color: black;">自信心</span><span style="color: black;">或</span>不打算给你支持。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">但我觉得<strong style="color: blue;">老板和员工之间各自都有一条线，老板对业务干涉<span style="color: black;">太多</span>自然会打乱业务人员的节奏，<span style="color: black;">因此</span>保持<span style="color: black;">必定</span>的关心就<span style="color: black;">能够</span>了。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而员工呢，<span style="color: black;">定时</span>如每周主动邮件整理发个报告总结，让他清楚<span style="color: black;">认识</span>你的工作<span style="color: black;">发展</span>，这<span style="color: black;">亦</span>是你应该做的。<span style="color: black;">倘若</span>你做到了这点，你老板<span style="color: black;">亦</span>不会总是来问这问那。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能力强的人挖走大客户可能会<span style="color: black;">出现</span>，<span style="color: black;">然则</span>别因噎废食吧，再说你<span style="color: black;">亦</span>有对策可选。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">况且</span>，你创业你办<span style="color: black;">机构</span>难道所有的订单都是能力强的人做来的？做到最后，不是看某个人，而是看团队，看制度。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span><strong style="color: blue;"><span style="color: black;">实质</span>上，提成的制定还是<span style="color: black;">重点</span>看老板，看他认为这个职位最高的年收入大概达到什么样的水平？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">比较<span style="color: black;">平常</span>的做法是，看一下同行业<span style="color: black;">其中</span>，业务做得出色的业务员<span style="color: black;">她们</span>的年收入能够达到多少？出口额能做到多少？</span><span style="color: black;"><span style="color: black;">而后</span><span style="color: black;">经过</span>业务员的年收入水平和业绩水平来反推应该设置的提成比例。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>，有<span style="color: black;">非常多</span>外贸企业，业务员能拿多少，其实老板早<span style="color: black;">已然</span>从顶层着眼来设计提成和薪酬，<span style="color: black;">因此</span>业务员能达到的业绩高度和收入水平，其实老板<span style="color: black;">已然</span>早已心里有数，一切<span style="color: black;">都在</span><span style="color: black;">掌控</span>中。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">虽然听起来挺令人<span style="color: black;">懊丧</span>，但事实<span style="color: black;">便是</span>如此。在<span style="color: black;">非常多</span><span style="color: black;">机构</span>，你能拿多少收入在什么水平范围内，其实早已注定。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而前面<span style="color: black;">咱们</span>说的业务员业绩好了以后老板修改提成<span style="color: black;">方法</span>的，有部分是<span style="color: black;">由于</span>企业管理者，当初设定的时候自己的想象力太有限（不懂外贸<span style="color: black;">或</span>自己外贸能力差），<span style="color: black;">无</span>想到业务员能接这么多单，完全超出了预料的范围，担心这种<span style="color: black;">状况</span><span style="color: black;">出现</span>下去不受控，才强制要修改提成制度。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">我认为<span style="color: black;">倘若</span>你非要改，最好别去“硬改”，<span style="color: black;">尽可能</span><span style="color: black;">经过</span>其他<span style="color: black;">要求</span>去做“软改”。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">软改<span style="color: black;">一般</span>是<span style="color: black;">这儿</span>放<span style="color: black;">有些</span>那里收<span style="color: black;">有些</span>，<span style="color: black;">例如</span><span style="color: black;">加强</span>底薪，底薪涨一千，提成比例修改一下。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">平常</span>的提成，计算方式有两种：</span><span style="color: black;">一种是<span style="color: black;">根据</span><span style="color: black;">营销</span>额的比例来提成；</span><span style="color: black;"><span style="color: black;">另一</span>一种是<span style="color: black;">根据</span>利润额的比例来提成。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;">1</strong></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">根据</span><span style="color: black;">营销</span>额比例来提成</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因为</span>工厂的各个环节和<span style="color: black;">分部</span>较多，<span style="color: black;">例如</span>原材料采购、材料加工处理、车间生产、质检，以及包装等环节都会产生<span style="color: black;">各样</span>各样的<span style="color: black;">花费</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span><span style="color: black;">区别</span>的<span style="color: black;">花费</span>在<span style="color: black;">区别</span>的季节和周期，都会产生变化，<span style="color: black;">例如</span>，原材料，人工等等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此呢</span>工厂的业务员是很难核算出，订单的成本<span style="color: black;">花费</span>和利润<span style="color: black;">状况</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个不像外贸<span style="color: black;">机构</span><span style="color: black;">一般</span>都是从工厂得到成品的<span style="color: black;">制品</span>价格，</span><span style="color: black;">无论是价格的计算还是利润的计算都比较简单，<span style="color: black;">因此呢</span><strong style="color: blue;">外贸<span style="color: black;">机构</span>适合<span style="color: black;">运用</span>利润额来计提提成。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一般</span><span style="color: black;">来讲</span>，<span style="color: black;">根据</span><span style="color: black;">营销</span>额来计提提成的方式，<span style="color: black;">重点</span>是<span style="color: black;">有些</span>生产企业在<span style="color: black;">运用</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>有一个做汽配的工厂，它的<span style="color: black;">制品</span>的制<span style="color: black;">导致</span>本<span style="color: black;">是由于</span>财务来核算出来的，<span style="color: black;">而后</span>由老板加上利润，制定一个最低价，这个<span style="color: black;">制品</span><span style="color: black;">实质</span>的利润到底是多少，<span style="color: black;">一般</span>业务员是并不清楚，只要<span style="color: black;">根据</span>不<span style="color: black;">小于</span>定的最低价格成交就<span style="color: black;">能够</span>了，<span style="color: black;">根据</span><span style="color: black;">营销</span>额的比例来计算提成。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此呢</span>业务员，并不是<span style="color: black;">尤其</span>关心这一单的利润<span style="color: black;">状况</span>到底<span style="color: black;">怎样</span>，只是<span style="color: black;">晓得</span>自己卖的价格高于老板的最低价。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">之前的<span style="color: black;">文案</span>中我<span style="color: black;">亦</span>有说过，<span style="color: black;">根据</span><span style="color: black;">营销</span>额来计提提成，不管利润水平<span style="color: black;">怎样</span>，业务员都有提成，在<span style="color: black;">实质</span>获取订单的过程中，容易和客户站在一边，以达成订单成交为<span style="color: black;">第1</span>目的，为了促成订单而低价获取订单。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而<span style="color: black;">实质</span>上，业务员即使是低价获取了订单，其实老板还是有的赚的，<span style="color: black;">由于</span><span style="color: black;">一般</span>出厂价<span style="color: black;">其中</span><span style="color: black;">已然</span><span style="color: black;">包括</span>了<span style="color: black;">有些</span>既定的利润。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因为</span><span style="color: black;">根据</span><span style="color: black;">营销</span>额来计提的方式计算非常简单，<span style="color: black;">亦</span>不<span style="color: black;">必须</span>财务人员列出每一单的利润核算，<span style="color: black;">因此呢</span><span style="color: black;">非常多</span>工厂都在采用这种方式。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">根据</span><span style="color: black;">营销</span>额来集体提成的话，通常<span style="color: black;">亦</span>分为，固定<span style="color: black;">营销</span>额比例和保底<span style="color: black;">营销</span>额比例。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">固定<span style="color: black;">营销</span>额</span></strong></span><span style="color: black;">比例<span style="color: black;">一般</span>从千分之8到5%不等，<span style="color: black;">按照</span><span style="color: black;">区别</span>的行业提点<span style="color: black;">区别</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">平常</span>的提成<span style="color: black;">营销</span>比例，大<span style="color: black;">都数</span>的行业是在1%到2%之间，利润高的<span style="color: black;">有些</span>行业，<span style="color: black;">能够</span>开到3%，4%，<span style="color: black;">乃至</span>5%。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而<span style="color: black;">有些</span>货值很高订单周期较长的行业，提点会比较低。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>某些船舶制造业，他的提点是8‰，<span style="color: black;">乃至</span>更低，<span style="color: black;">所说</span>的三年不开张，开张吃三年，<span style="color: black;">一般</span>都指的是这些订单周期较长，货值非常大的<span style="color: black;">有些</span>行业。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">然则</span>我个人并不觉得这种提成方式是<span style="color: black;">恰当</span>的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">三年不开张，开张吃三年这种<span style="color: black;">状况</span>，我觉得在如今的市场竞争激烈的<span style="color: black;">状况</span>下，应该改变，<span style="color: black;">首要</span>就要从<span style="color: black;">创立</span>激励型的提成制度<span style="color: black;">起始</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当别的<span style="color: black;">机构</span>给8‰的时候，你敢不敢给1.2%？业绩越高，提成比例是保持不变还是升降？我觉得这些都是<span style="color: black;">必须</span>去重新<span style="color: black;">思虑</span>的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">还有一种是<span style="color: black;"><strong style="color: blue;">保底<span style="color: black;">营销</span>额比例</strong></span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">什么是保底呢？就说<span style="color: black;">机构</span>给你设定一个最低的<span style="color: black;">营销</span>额，<span style="color: black;">例如</span>50万美金，<span style="color: black;">那样</span>超过50万美金以上的部分，再<span style="color: black;">根据</span>提成比例来计算你的提成，这个<span style="color: black;">亦</span>是很<span style="color: black;">平常</span>的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一般</span><span style="color: black;">来讲</span>，业务员对这个都会比较头疼，<span style="color: black;">由于</span>这个是一个硬性的业绩指标。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我认为<span style="color: black;">倘若</span>你要设定保底<span style="color: black;">营销</span>额比例的话，<span style="color: black;">必定</span>要对这个额度好好<span style="color: black;">思虑</span>，<span style="color: black;">况且</span>你要<strong style="color: blue;">综合<span style="color: black;">思虑</span><span style="color: black;">日前</span>，你的<span style="color: black;">机构</span>处在什么样的发展<span style="color: black;">周期</span>？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">倘若</span>你是刚<span style="color: black;">起始</span>创业初创企业</span></strong><span style="color: black;">，<span style="color: black;">那样</span>我认为，这个保底<span style="color: black;">营销</span>额比例就<span style="color: black;">无</span>必要。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">毕竟在业务的前期<span style="color: black;">非常多</span>时候定单量很少，<span style="color: black;">基本</span>就不稳定，<span style="color: black;">或</span>压根就<span style="color: black;">无</span>订单。业务员好<span style="color: black;">不易</span>接了一单，却<span style="color: black;">发掘</span>达不到保底<span style="color: black;">营销</span>额，<span style="color: black;">无</span>提成拿，这会<span style="color: black;">极重</span>的影响业务的积极性。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在<span style="color: black;">起始</span><span style="color: black;">周期</span>，<span style="color: black;">大众</span>应该全力以赴往前冲，不要有太多的思想包袱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">反而在发展达到了<span style="color: black;">必定</span>规模之后</span></strong><span style="color: black;">，你<span style="color: black;">能够</span>去设定<span style="color: black;">这般</span>的一个保底<span style="color: black;">营销</span>额。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">保底的<span style="color: black;">营销</span>额和提成比例并不<span style="color: black;">同样</span>，它是<span style="color: black;">能够</span>动态变化的，</span><span style="color: black;"><span style="color: black;">例如</span>有些<span style="color: black;">营销</span>淡旺季，保底的<span style="color: black;">营销</span>额<span style="color: black;">亦</span><span style="color: black;">能够</span>设置不<span style="color: black;">同样</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">保底<span style="color: black;">营销</span>额其实是最大程度上<span style="color: black;">保准</span>了<span style="color: black;">机构</span>经营层面上不亏损，这和外贸<span style="color: black;">机构</span>在订单利润<span style="color: black;">其中</span>分出<span style="color: black;">必定</span>比例<span style="color: black;">做为</span>管理<span style="color: black;">花费</span><span style="color: black;">补助</span>，实质上有着类似的<span style="color: black;">功效</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">那样</span>设定多少合适呢？</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个就要看你的<span style="color: black;">机构</span>整体经营管理成本，人员工资，水电房租各项<span style="color: black;">花费</span>开支都要算进去，最后算出来总经营<span style="color: black;">花费</span>，<span style="color: black;">根据</span>业务人员数量，平摊到业务人员头上。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这是最基本的保底<span style="color: black;">营销</span>额的算法。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">但<span style="color: black;">实质</span>上<span style="color: black;">非常多</span><span style="color: black;">机构</span><span style="color: black;">一般</span>都会<span style="color: black;">加强</span>保底<span style="color: black;">营销</span>额，用来防止意外的<span style="color: black;">危害</span>，<span style="color: black;">例如</span>订单亏损，客户不付款，生产安排错误客户不要货，<span style="color: black;">长期</span><span style="color: black;">无</span>新订单<span style="color: black;">无</span>收入和利润<span style="color: black;">源自</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">但这种方式<span style="color: black;">一般</span>是创业初期的外贸企业采用的方式，<strong style="color: blue;"><span style="color: black;">已然</span>发展有<span style="color: black;">必定</span>规模的外贸企业<span style="color: black;">一般</span>会采取平均水平。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>业务员<span style="color: black;">第1</span>年的平均业绩水平是多少？最低是多少？<span style="color: black;">不可</span><span style="color: black;">小于</span>某个水平的业绩。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">亦</span>有些企业为了方便计算，直接用业务员<span style="color: black;">第1</span>年的业绩<span style="color: black;">营销</span>额乘以<span style="color: black;">必定</span>的比例，<span style="color: black;">做为</span>第二年的保底<span style="color: black;">营销</span>额，<span style="color: black;">实质</span>上给了业务员<span style="color: black;">非常多</span>的压力。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">相当于第二年，<span style="color: black;">倘若</span>你的<span style="color: black;">营销</span>额做的和<span style="color: black;">第1</span>年<span style="color: black;">同样</span>，拿的提成反而<span style="color: black;">无</span><span style="color: black;">第1</span>年多。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这其实<span style="color: black;">亦</span>是<span style="color: black;">恰当</span>的，<span style="color: black;">由于</span>毕竟业务人员是<span style="color: black;">必须</span><span style="color: black;">必定</span>的压力的，但这种压力<span style="color: black;">不可</span>，太过，<span style="color: black;">掌控</span>在一个合适的范围之内，并且，超出保底<span style="color: black;">营销</span>额的部分，应该做适当的阶梯状提成比例激励。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>，超过保底 100万的部分<span style="color: black;">根据</span> A比例，超过200万的部分<span style="color: black;">根据</span>B比例，超过300万的部分<span style="color: black;">根据</span>C比例……</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">根据</span>利润额来计提提成</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这是外贸<span style="color: black;">机构</span>经常会<span style="color: black;">运用</span>的计算提成的方式。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因为</span>外贸<span style="color: black;">机构</span>大<span style="color: black;">都数</span>配备外贸管理系统，有<span style="color: black;">制品</span>资料库，采购<span style="color: black;">亦</span>会<span style="color: black;">定时</span>的把规格尺寸价格箱规等信息更新到<span style="color: black;">制品</span>资料库<span style="color: black;">其中</span>，<span style="color: black;">因此呢</span>业务员很容易获取到采购的<span style="color: black;">制品</span>价格。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">必须</span><span style="color: black;">重视</span>的是，当网络<span style="color: black;">机构</span>度过起步<span style="color: black;">周期</span>之后，就要<span style="color: black;">重视</span>去招<span style="color: black;">有些</span>采购人员。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">针对</span>外贸<span style="color: black;">机构</span><span style="color: black;">来讲</span>，有时候，多一个采购比多一个业务员<span style="color: black;">功效</span>更加<span style="color: black;">明显</span><span style="color: black;">有些</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">由于</span><span style="color: black;">实质</span>上，采购给你省的<span style="color: black;">一起</span>钱是真正的<span style="color: black;">一起</span>钱，而业务员给你多挣了<span style="color: black;">一起</span>钱，<span style="color: black;">其中</span>你的利润假设是10%，你只多赚了一毛钱。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">最重要的是，只<span style="color: black;">经过</span>采购来询价，<span style="color: black;">能够</span>最大限度地减少业务员和供应端接触过密，降低业务员对某个工厂的个人倾向。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">采购只管从数据上来看，<span style="color: black;">经过</span>价格质量，<span style="color: black;">即时</span>交货率等多方面<span style="color: black;">原因</span>来考核<span style="color: black;">区别</span>的供应商。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不知不觉又说到了管理方面的问题，<span style="color: black;">咱们</span>还是再回到提成的问题上来。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">根据</span>利润额来计提提成，<span style="color: black;">一般</span>的比例大概在15%到20%<span style="color: black;">上下</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因为</span><span style="color: black;">每一个</span>订单<span style="color: black;">能够</span>独立核算出来订单的毛利润，<span style="color: black;">因此呢</span><span style="color: black;">实质</span>上业务人员清楚地<span style="color: black;">晓得</span>自己接了一单以后，这单的利润是多少？自己<span style="color: black;">能够</span>拿多少提成？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span>价格做得低，自己的提成自然<span style="color: black;">亦</span>拿的少，<span style="color: black;">因此呢</span>，<span style="color: black;">非常多</span>时候，业务员都会<span style="color: black;">尽可能</span>的多去争取<span style="color: black;">有些</span>好的价格。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>我个人认为，外贸<span style="color: black;">机构</span>的业务员<span style="color: black;">一般</span>在价格谈判能力方面，会稍微强过于工厂的业务员。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">并且外贸<span style="color: black;">机构</span>的业务员<span style="color: black;">因为</span>要处理多种<span style="color: black;">制品</span>，整合多个供应商，<span style="color: black;">实质</span>上得到的<span style="color: black;">熬炼</span><span style="color: black;">亦</span>会<span style="color: black;">更加多</span><span style="color: black;">有些</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一般</span>工厂的业务员，对行业的认识<span style="color: black;">常常</span>局限于自己工厂，<span style="color: black;">或</span>同行的两三家工厂，但外贸<span style="color: black;">机构</span>接触的工厂就<span style="color: black;">更加多</span><span style="color: black;">有些</span>，<span style="color: black;">一般</span><span style="color: black;">亦</span>会比对<span style="color: black;">有些</span>信息，<span style="color: black;">因此呢</span><span style="color: black;">常常</span><span style="color: black;">得到</span>的信息面更广。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然<span style="color: black;">亦</span>会有<span style="color: black;">有些</span>的外贸<span style="color: black;">机构</span>，只用<span style="color: black;">营销</span>额来计算提成。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这种<span style="color: black;">状况</span>下，<span style="color: black;">一般</span>是<span style="color: black;">由于</span>老板不想让员工<span style="color: black;">晓得</span>订单真实的利润<span style="color: black;">状况</span>，老板<span style="color: black;">亦</span>不想让员工<span style="color: black;">晓得</span>行业<span style="color: black;">其中</span>供应商等价格水平等等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在<span style="color: black;">这般</span>的外贸<span style="color: black;">机构</span>里，<span style="color: black;">都数</span>业务员是成长缓慢的，知其然而不知<span style="color: black;">因此</span>然，能力和知识结构太单一。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">相<span style="color: black;">针对</span>外国人的思维简单程度，中国人<span style="color: black;">常常</span>比较<span style="color: black;">善于</span>把简单的事情<span style="color: black;">繁杂</span>化。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">相<span style="color: black;">针对</span>生产企业的保底<span style="color: black;">营销</span>额<span style="color: black;">需求</span>，外贸公司<span style="color: black;">根据</span>净利润比例来计算提成<span style="color: black;">亦</span>会有自己的一套：<strong style="color: blue;">总每笔订单的净利润<span style="color: black;">其中</span>分出一部分<span style="color: black;">做为</span><span style="color: black;">管理<span style="color: black;">花费</span></span>，来覆盖<span style="color: black;">机构</span>的经营成本。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这么说可能有点抽象，那<span style="color: black;">咱们</span>来举个<span style="color: black;">详细</span>的例子吧。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>，你这单给<span style="color: black;">机构</span>挣了净利润1万块。<span style="color: black;">倘若</span>正常<span style="color: black;">根据</span>15% 的净利润提成，<span style="color: black;">那样</span>这一单你应该<span style="color: black;">得到</span>的提成应该是1500元。但<span style="color: black;">一般</span>外贸<span style="color: black;">机构</span>会结转走大约20%-30% 来摊管理<span style="color: black;">花费</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">什么是管理<span style="color: black;">花费</span>呢？<span style="color: black;">例如</span>说，办公人员的<span style="color: black;">每一个</span>月的工资，<span style="color: black;">每一个</span>月的办公<span style="color: black;">花费</span>，水电费房租费，所要缴的税，<span style="color: black;">机构</span>的车保养<span style="color: black;">花费</span>，固定资产折旧等等。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>，你这单给<span style="color: black;">机构</span>挣了净利润1万块。<span style="color: black;">倘若</span>正常<span style="color: black;">根据</span>15% 的净利润提成，<span style="color: black;">那样</span>这一单你应该<span style="color: black;">得到</span>的提成应该是1500元。但<span style="color: black;">一般</span>外贸<span style="color: black;">机构</span>会结转走大约20%-30% 来摊管理<span style="color: black;">花费</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">你弄懂了<span style="color: black;">这儿</span>面的<span style="color: black;">规律</span>了吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实在写这篇<span style="color: black;">文案</span>的时候，虽然我是一个创业者的身份在写，但我总忍不住，要给<span style="color: black;">哪些</span>在底层的外贸业务员<span style="color: black;">有些</span>必要的提醒：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当你去外贸<span style="color: black;">机构</span>面试的时候，<span style="color: black;">必定</span>要问清楚，<span style="color: black;">这般</span>才不至于在后面工作中跟<span style="color: black;">机构</span>产生<span style="color: black;">有些</span>不必要的误解和纷争。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>这个按净利润 15% 来提成，在你面试的时候，你<span style="color: black;">基本</span>不会想到会有<span style="color: black;">这般</span>的<span style="color: black;">状况</span><span style="color: black;">出现</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">或许<span style="color: black;">仅有</span>当你到财务那里兴冲冲地去领取提成的时候，财务才会跟你解释，<span style="color: black;">为何</span>你到手的钱少了一部分？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>我<span style="color: black;">亦</span><span style="color: black;">意见</span>这类的外贸<span style="color: black;">机构</span>：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这般</span>的<span style="color: black;">有些</span>制度，从一<span style="color: black;">起始</span>就要说清楚，免得和你的员工产生<span style="color: black;">有些</span>矛盾和误解。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">那样</span>问题来了，肯定有<span style="color: black;">非常多</span><span style="color: black;">刚才</span>创业的，外贸soho 创办了外贸公司，那可能你<span style="color: black;">亦</span>在想，<strong style="color: blue;">需不<span style="color: black;">必须</span>去设置一个管理<span style="color: black;">花费</span>比例呢？</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">实质</span>上可能你<span style="color: black;">亦</span>看出来了，羊毛出在羊身上，这个环节其实是有些隐蔽的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">我的<span style="color: black;">意见</span>是，不如直接算到提成比例<span style="color: black;">其中</span>。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">例如</span>你说明白，利润计算很简单，直接净利润的15% 就<span style="color: black;">做为</span>提成。<span style="color: black;">咱们</span>还<span style="color: black;">供给</span><span style="color: black;">有些</span>其他方面的激励，<span style="color: black;">例如</span>，业绩达到多少，<span style="color: black;">能够</span>做外贸主管，经理，<span style="color: black;">分部</span>经理等中层管理人员，<span style="color: black;">乃至</span>副总等更高职位，有什么样的升迁<span style="color: black;">途径</span>？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">另一</span>外贸<span style="color: black;">机构</span><span style="color: black;">一般</span>还会有一种，<span style="color: black;">每一个</span>业务员<strong style="color: blue;"><span style="color: black;">独立核算的薪酬总额制度</span></strong>，这<span style="color: black;">亦</span>是<span style="color: black;">非常多</span>业务员非常痛恨的<span style="color: black;">地区</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">什么是独立核算的薪酬总额制度呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">它的核心在于把<span style="color: black;">每一个</span>业务员当成一个独立的账户，进行独立核算。业务员的工资，差旅费，样品费，等等<span style="color: black;">各样</span>支出<span style="color: black;">花费</span>，都当做这个账户的支出。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">那样</span>收入<span style="color: black;">仅有</span>一个<span style="color: black;">源自</span>，那<span style="color: black;">便是</span>订单利润额。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">业务员，<span style="color: black;">包括</span>工资在内的各项<span style="color: black;">花费</span>，都当成<span style="color: black;">每一个</span>月预支的支出，这些会在业务员全年的订单利润总额<span style="color: black;">其中</span>扣除掉，剩下的净值，再乘以<span style="color: black;">必定</span>的比例。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个<span style="color: black;">便是</span>薪酬总额核算等过程。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">发提成等时候扣减掉当期已发的工资、快递费、差旅费招待费，展会费摊销，剩余的才是发给你的提成。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">独立核算的薪酬总额制度，<span style="color: black;">一般</span>多见于<span style="color: black;">有些</span>大型的外贸<span style="color: black;">机构</span>和国企。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">而<span style="color: black;">非常多</span>这些<span style="color: black;">机构</span>出来自己单干的创业者把在之前<span style="color: black;">机构</span>的这套薪酬制度又搬到了自己<span style="color: black;">机构</span>，于是薪酬总额的核算制度就被越来越多的人<span style="color: black;">晓得</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>业务员觉得不公平，<span style="color: black;">由于</span>觉得<span style="color: black;">好似</span><span style="color: black;">机构</span><span style="color: black;">无</span>给自己开工资，这些工资<span style="color: black;">实质</span>上都是自己挣来的，相当于提前从自己的订单利润<span style="color: black;">其中</span>支出的，所有的<span style="color: black;">花费</span>都是自己承担。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">机构</span>只是<span style="color: black;">供给</span>了一个平台，相当于<span style="color: black;">无</span>承担任何<span style="color: black;">花费</span>，<span style="color: black;">因此</span>觉得心里很不平衡。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">但<span style="color: black;">亦</span>有一个很奇怪的现象，<span style="color: black;">一般</span><span style="color: black;">运用</span>这种制度的<span style="color: black;">机构</span>，业务发展，反而都还不错，<span style="color: black;">最少</span>我比较<span style="color: black;">熟练</span>的几个外贸<span style="color: black;">机构</span>是<span style="color: black;">运用</span><span style="color: black;">这般</span>等制度。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我个人的看法是，<strong style="color: blue;">独立核算的薪酬总额制度其实是<span style="color: black;">能够</span>接受的，<span style="color: black;">重点</span>还是看<span style="color: black;">机构</span>的平台。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">其实我在以前的<span style="color: black;">文案</span><span style="color: black;">其中</span>，<span style="color: black;">已然</span>说过<span style="color: black;">非常多</span>次了，关于外贸中的“资源”和“平台”。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span><span style="color: black;">大众</span>还<span style="color: black;">无</span>看过我之前写的<span style="color: black;">文案</span>，<span style="color: black;">能够</span>，再去料网上搜索阅读一下。关键词：平台。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倘若</span><span style="color: black;">机构</span><span style="color: black;">供给</span>的平台确实不错，<span style="color: black;">例如</span>，工贸<span style="color: black;">机构</span>，有自己的工厂，管理水平<span style="color: black;">能够</span>，老板<span style="color: black;">亦</span>比较开明，有能力<span style="color: black;">亦</span>愿意教业务员，<span style="color: black;">那样</span>完全<span style="color: black;">能够</span>接受。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">即使实行薪酬总额制度，做得好的业务员<span style="color: black;">一样</span>一年<span style="color: black;">能够</span>拿到四五十万。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">况且</span>，独立核算的薪酬总额制度有的时候，<span style="color: black;">亦</span>会<strong style="color: blue;">对你业务思维上产生<span style="color: black;">有些</span><span style="color: black;">帮忙</span>。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>当你做完一年核算完<span style="color: black;">名单</span>以后，你会<span style="color: black;">发掘</span>，你一年的快递<span style="color: black;">花费</span>，只花了两千多块钱，而你的订单利润额达到了上百万，<span style="color: black;">那样</span>以后，当有新客户，在要样品的时候，你还会跟他去<span style="color: black;">持续</span>的去磨快递费吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我想<span style="color: black;">基本</span><span style="color: black;">无</span>必要，当你和客人在<span style="color: black;">由于</span>快递费<span style="color: black;">持续</span>的去拉扯的时候，别的供应商的样品<span style="color: black;">已然</span>到了客人的桌上，你觉得客户会愿意和哪边深入沟通呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>好好想想，一年的快递<span style="color: black;">花费</span>才多少钱？免费给客户寄又能<span style="color: black;">怎么样</span>呢？你换来的是多得多的机会，在<span style="color: black;">日前</span>获取客户成本这么高的<span style="color: black;">状况</span>下，<span style="color: black;">最少</span>我是非常乐意免费给客户寄样品的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">况且</span>，这个<span style="color: black;">花费</span>是从你的，订单利润总额<span style="color: black;">其中</span>扣除，而不是从你的提成，额<span style="color: black;">其中</span>扣除，这是总量和部分之间的关系，你想清楚这一点以后，你应该不会再去纠结这么多了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然会有<span style="color: black;">有些</span>人会想，快递费都是我自己出我自己花的钱当然要节省，理应跟客户去要快递账号，凭什么免费给客户寄呢？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">那样</span>我只能说，你是一点<span style="color: black;">无</span>想开，<span style="color: black;">因此</span>处处<span style="color: black;">无</span>开。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">好了，<span style="color: black;">这儿</span>不知不觉又多说了<span style="color: black;">有些</span>业务上的事情，还是回到薪酬总额这件事情上来。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">前面我说了，<strong style="color: blue;">薪酬总额制度是<span style="color: black;">能够</span>接受的，<span style="color: black;">然则</span>我不<span style="color: black;">意见</span>在采取薪酬总额之后，再去计提管理<span style="color: black;">花费</span>。</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这给业务员的感觉很<span style="color: black;">欠好</span>。</span><span style="color: black;">不要指望业务员会站在你的立场<span style="color: black;">思虑</span>，业务员们只会感觉处处是坑。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">因此</span>我认为外贸企业主们应该多去想<span style="color: black;">有些</span>积极的政策，为业务员排忧解难，组织好后方等粮草，让前线士兵<span style="color: black;">无</span>后顾之忧，而不是把精力总是放在<span style="color: black;">怎么样</span>跟员工利益博弈上。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个其实又回到了<span style="color: black;">咱们</span>前面所说的：</span></p><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">老板<span style="color: black;">期盼</span>业务员的年收入大概是什么水平？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">老板是什么样等<span style="color: black;">心理</span>来看待业务员的收入？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">老板<span style="color: black;">是不是</span>有心量以<span style="color: black;">机构</span>发展为<span style="color: black;">第1</span><span style="color: black;">目的</span>，</span><span style="color: black;">而不是处处防范着业务员翅膀硬了飞走？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当你还<span style="color: black;">无</span>家财万贯的时候，千万别变成守财奴。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">很多老板会防备员工走了带走客户，自己干等<span style="color: black;">状况</span>，我认为<span style="color: black;">能够</span>防范，<strong style="color: blue;">靠完善制度和环节来防范</strong>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>业绩好订单多的业务，强制配业务跟单或助理，订单事务和生产安排等处理由助理来完成。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>所有邮件设置<span style="color: black;">必要</span>默认抄送一份给你，<span style="color: black;">这般</span>发给客户的时候客户<span style="color: black;">亦</span>能看到.</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>细节<span style="color: black;">这儿</span>就不一一说了，毕竟要离题了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">我认为<strong style="color: blue;">防范<span style="color: black;">亦</span>是要分<span style="color: black;">周期</span></strong>，<span style="color: black;">非常多</span>人刚<span style="color: black;">起始</span>外贸创业，还没发展到那一步。</span><span style="color: black;">才几个员工<span style="color: black;">必须</span><span style="color: black;">她们</span>跟你<span style="color: black;">一块</span>打拼的时候你整<span style="color: black;">那样</span>多制度，简直<span style="color: black;">便是</span>多余。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">防范<span style="color: black;">办法</span>慢慢上，创业<span style="color: black;">尽可能</span>快。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">最后，制度不怕苛刻，最怕不公平。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">- END -</span></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">无论哪个岗位，给员工开的薪水，和任何一种<span style="color: black;">商场</span><span style="color: black;">花费</span><span style="color: black;">同样</span>都是一种投资，理应得到<span style="color: black;">报答</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">PS: 制度不怕苛刻，最怕不公平。</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="data:image/svg+xml,%3C%3Fxml version=1.0 encoding=UTF-8%3F%3E%3Csvg width=1px height=1px viewBox=0 0 1 1 version=1.1 xmlns=http://www.w3.org/2000/svg xmlns:xlink=http://www.w3.org/1999/xlink%3E%3Ctitle%3E%3C/title%3E%3Cg stroke=none stroke-width=1 fill=none fill-rule=evenodd fill-opacity=0%3E%3Cg transform=translate(-249.000000, -126.000000) fill=%23FFFFFF%3E%3Crect x=249 y=126 width=1 height=1%3E%3C/rect%3E%3C/g%3E%3C/g%3E%3C/svg%3E" style="width: 50%; margin-bottom: 20px;"> <span style="color: black;">点击【</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">阅读原文</span></strong></span><span style="color: black;">】，外贸人正在学的料神米课独家课程</span></p>
对于这个问题，我有不同的看法... 你的话语真是温暖如春，让我心生感激。 外链论坛的成功举办，是与各位领导、同仁们的关怀和支持分不开的。在此，我谨代表公司向关心和支持论坛的各界人士表示最衷心的感谢！ 期待与你深入交流，共探知识的无穷魅力。 你的话深深触动了我，仿佛说出了我心里的声音。 你的话深深触动了我，仿佛说出了我心里的声音。 你的见解真是独到，让我受益匪浅。
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