20xx年奧迪轎車品牌商務(wù)政策講解課件-文庫(kù)吧資料
2025-05-20 07:57本頁(yè)面
【正文】 作假的行為，則取消其相應(yīng)考核期內(nèi)的 CSS問(wèn)卷（服務(wù)）電話調(diào)研的成績(jī)。 Dealers must provide real customer documents. If fake documents or actions are found, dealer will have no CSS discount of related period. 用戶滿意度 銷售 CSS Sales CKD (A6L/A4L/Q5 ) / FBU (A8L/Q7/A5/TT/Q5/A3 ): % 考核銷售折讓 Assessment Discount – CSS 銷售 Sales 25 25 目的：提高奧迪用戶的服務(wù)滿意度和品牌忠誠(chéng)度 Objective: To improve customer satisfaction and customer loyalty 考核依據(jù) Assessment basis ： CKD CSS調(diào)研結(jié)果：由一汽 大眾委托第三方調(diào)研公司實(shí)施 CSS問(wèn)卷（服務(wù)）電話調(diào)研，每個(gè) 月滾動(dòng)進(jìn)行、半年核算一 次綜合結(jié)果，調(diào)研的目標(biāo)車型為 CKD和 FBU車型； CSS results: telephone interview will be done monthly for both CKD and FBU models by the third party CSI 結(jié)果：來(lái)源于 CSI 用戶滿意度調(diào)研，每年一次，調(diào) 研的目標(biāo)車型為 A6L和 A4L及 Q5。 Max. discount is %. Dealers will get corresponding discount according to their CSS (Sales ) ranking. 用戶滿意度 銷售 CSS Sales CKD (A6L/A4L/Q5 ) / FBU (A8L/Q7/A5/TT/Q5/A3 ): % 考核銷售折讓 Assessment Discount – CSS 銷售 Sales 23 23 調(diào)查安排 Survey arrangement: CSS電話調(diào)研按月度進(jìn)行，調(diào)研的車型為 CKD和 FBU/ CSS telephone interview will be done monthly for both CKD and FBU models 考核周期 Assessment period:每年考核 2次，每半年 1次，按每半年的綜合成績(jī)進(jìn)行考核。 Assessment period: The third party consigned by FAWVW Audi Sales Division will implement 8 waves mystery shopping on dealers every year. The average result of every 2 waves will be taken as assessment basis for the relative quarter. 21 當(dāng) If A ≥90 , 當(dāng) If 90 A ≥ 80, 當(dāng) If 80 A ≥ 70 , 當(dāng) If A ＜ 70 ， 21 M = % M = % M = % M=0 考核銷售折讓 Assessment Discount – 秘密采購(gòu) Mystery shopping 秘密采購(gòu) Mystery Shopping FBU (A3 ): % 考核辦法 Assessment method： 22 22 目的 ：提高用戶滿意度和奧迪品牌忠誠(chéng)度 Objective: To improve customer satisfaction and customer loyalty 考核銷售折讓比例 Assessment ratio ： 最高考核比例為 %。未參加相應(yīng)考核周期全部 2次秘密采購(gòu)的經(jīng)銷商將不享受 該期考核政策。 Assessment period: The third party consigned by FAWVW Audi Sales Division will implement 8 waves mystery shopping on dealers every year. The average result of every 2 waves will be taken as assessment basis for the relative quarter. 19 當(dāng) If A ≥ 90 , 當(dāng) If 90 A ≥ 80, 當(dāng) If 80 A ≥ 70 , 當(dāng) If A ＜ 70 ， 19 M = % M = % M = % M=0 考核銷售折讓 Assessment Discount – 秘密采購(gòu) Mystery shopping 秘密采購(gòu) Mystery Shopping CKD (A6L/A4L/Q5 ) / FBU (A8L/Q7/A5/TT/Q5 ): % 考核辦法 Assessment method： 20 20 目的：檢查奧迪經(jīng)銷商對(duì)標(biāo)準(zhǔn)銷售流程的執(zhí)行及達(dá)成情況。 Assessment ratio: Max. discount is %. Dealers will get corresponding discount (M) according to their MS result (A: scores). Dealers who don’t participate in all 2 waves MS pro quarter can not get this discount. 秘密采購(gòu) Mystery Shopping CKD (A6L/A4L/Q5 ) / FBU (A8L/Q7/A5/TT/Q5 ): %。根據(jù)經(jīng)銷商的不同秘密采購(gòu)成績(jī) (A:分 )，給予經(jīng)銷 商相應(yīng)的考核銷售折讓比例 (M) 。 ASD keeps the right to adjust requirement of crossselling rate limit for individual region or model according to the market status and development. 考核銷售折讓 Assessment Discount – 銷量考核 Sales Volume 本地銷售獎(jiǎng)勵(lì) PMA 傭金比例 Margin rate： CKD (A6L/A4L/Q5): % FBU(A8L/Q7/A5/Q5/TT/A3) % 18 18 目的：檢查奧迪經(jīng)銷商對(duì)標(biāo)準(zhǔn)銷售流程的執(zhí)行及達(dá)成情況。 As the temporary limit, the crossselling rate limit is made concerning the national wide sales and management status. 根據(jù)對(duì)不同區(qū)域市場(chǎng)的特定要求和市場(chǎng)特點(diǎn)，區(qū)域需要在此基礎(chǔ)上單獨(dú)制定不低于全國(guó)標(biāo)準(zhǔn)的本區(qū)域 的跨區(qū)銷售上限標(biāo)準(zhǔn)并實(shí)施，由區(qū)域代表處在奧迪事業(yè)部批準(zhǔn)的前提下單獨(dú)制定并實(shí)施。 CKD crossselling rate limit 10%, FBU15%。 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(jì)劃完成率 Sales Plan Fulfillment Rate CKD(A6L/A4L/Q5) %。 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?qū)?jīng)銷商每月下達(dá)分銷計(jì)劃總和必須不小于年商務(wù)計(jì)劃，綜合銷售部、控制部負(fù) 責(zé)核查計(jì)劃準(zhǔn)確性。 FBU(A8L/Q7/A5/Q5/TT) :%。 (A3): % 目的 Objective ：鼓勵(lì)經(jīng)銷商按月完成銷售任務(wù)，確保奧迪品牌總體銷量目標(biāo)的實(shí)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
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