【正文】 es Audit pass rate ≦ 100% ,dealer can get sales quality discount %. 11 12 12 質量標準獎勵 System Standard Management % 考核銷售折讓 Assessment Discount – 質量標準獎勵購 SSM 服務質量 Service quality: n 95%≦ 服務審核通過率 ≦ 100%,則可獲得相應季度服務質量折讓 % . 95%≦ Service Audit pass rate ≦ 100% ,dealer can get service quality discount %. n 服務審核通過率 95%,則相應季度服務質量折讓為 0。 Service Audit pass rate 95% , service quality discount is 0. 品牌質量 Brand quality : n90%≦ 品牌審核通過率 ≦ 100%,則可獲得相應季度品牌考核折讓 % . 90%≦ Brand Audit pass rate ≦ 100% ,dealer can get brand discount %. n品牌審核通過率 90%,則相應季度品牌考核折讓為 0。 Brand Audit pass rate 90% , brand discount is 0. 考核辦法 Assessment method : 銷售質量 Sales quality ： n銷售審核通過率 95%,則相應季度的銷售質量折讓為 0。 Sales Audit pass rate 95% , sales quality discount is 0. 13 A. B. 計劃完成率 sales plan fulfillment rate ≥100%，折讓系數(shù) A =1 計劃完成率 sales plan fulfillment rate ＜ 100%， 折讓系數(shù) A =計劃完成率 sales plan fulfillment rate 13 考核銷售折讓 Assessment Discount – 銷量考核 Sales Volume 計劃完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) %。 FBU(A8L/Q7/A5/Q5/TT) :%。 (A3): % 目的 Objective ：鼓勵經(jīng)銷商按月完成銷售任務，確保奧迪品牌總體銷量目標的實現(xiàn) Encourage dealers to fulfill sales task, ensure the total sales target of Audi brand 考核銷售折讓比例 Sales assessment ratio ： CKD: 考核銷售折讓比例 = % X 折讓系數(shù) A CKD Assessment ratio = % discount coefficient ( A ) FBU 考核銷售折讓比例 = %() X 折讓系數(shù) A FBU Assessment ratio = %() discount coefficient ( A ) 考核辦法 Assessment method ： 各品種分別考核，每月分別下達分銷計劃 Each model shall be assessed separately. Monthly distribution plan will be released separately. 14 14 以經(jīng)銷商全年商務計劃完成率作為計算各月計劃完成率的最低標準，其他情況不予追 溯 Dealers’ yearly BP fulfillment rate shall be taken as the lowest standard for recalculation of monthly plan fulfillment rate. Other situations will not be considered. 如果由于銷售公司提前封帳，造成月計劃未完成，銷售公司年底將給予追溯。 If the monthly plan is not fulfilled due to the account book sealing by SC ahead of schedule, SC will recalculate this assessment margin by the end of the year. Of their yearly business plan by the end of the year, the assessment margin will be recalculated as following: 考核銷售折讓 Assessment Discount – 銷量考核 Sales Volume 計劃完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) %。 FBU(A8L/Q7/A5/Q5/TT) :%。 (A3): % C. 對當月未完成計劃的經(jīng)銷商，如果年底完成全年商務計劃達 80%以上的，按以下方法追 溯 For dealers who do not fulfill the monthly plan, if they can fulfill more than 80% 15 15 區(qū)域負責對經(jīng)銷商每月下達分銷計劃，并將計劃簽字后上報綜合銷售部，上報時間必 須在第 5個工作日前，節(jié)假日順延。 Field force is responsible for releasing the monthly distribution plan to dealers, deliver the signed plan to Audi General Sales Department. The delivery deadline is the 5th workday each month. 區(qū)域對經(jīng)銷商每月下達分銷計劃總和必須不小于年商務計劃，綜合銷售部、控制部負 責核查計劃準確性。如果出現(xiàn)差異，將以年商務計劃為準。 The summation of monthly distribution plan released by field force to dealers must be equal or large than the annual business plan. GS and CT are responsible for checking the accuracy of the plan. In case of discrepancy, the annual business plan shall prevail. 考核周期：每月 Assessment period: Each month 計劃完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) %。 FBU(A8L/Q7/A5/Q5/TT) %(A3) % 考核銷售折讓 Assessment Discount – 銷量考核 Sales Volume 16 考核銷售折讓 Sales assessment margin： 考核銷售折讓 Assessment Discount – 銷量考核 Sales Volume 本地銷售獎勵 PMA 傭金比例 Margin rate： CKD (A6L/A4L/Q5): % FBU(A8L/Q7/A5/Q5/TT/A3) % 目的 Objective ：鼓勵經(jīng)銷商集中精力開發(fā)本地市場，確保奧迪市場份額目標的實現(xiàn) Encourage dealers to develop local market, ensure the market share target of Audi. 注 考核銷售折讓 = ∑本地上牌車輛整車市場指導價 ╳ 傭金比例 ╳ 本地銷售考核系數(shù) Note Assessment margin = ∑PMA AAK Cars MSRP ╳ Margin rate ╳ Local sales assessment rate 本地銷售地理范圍定義原則 Definition of PMA geographic area 以省為界，進行經(jīng)銷商本地銷售考核 Dealers’ PMA assessment based on Province 根據(jù)商務計劃分配，局部調整考核區(qū)域 Partial adjustment according to BP distribution. 考核周期：按季度考核 Assessment period: Each quarter 注 Note： ∑本地上牌車輛整車市場指導價 = ∑ STD車輛市場指導價 ∑異地上牌車輛指導價 ∑PMA AAK Cars MSRP= ∑STD Cars MSRP ∑ CrossSelling Cars MSRP 16 17 17 本地銷售考核系數(shù)計算方法 Local sales assessment rate ： 考慮到區(qū)域市場差異性和地理