20xx年奥迪轿车品牌商务政策讲解课件(编辑修改稿)

20xx年奥迪轿车品牌商务政策讲解课件(编辑修改稿)内容摘要：

覆盖情况， 2020年设置较为宽松的全国跨区销售比例上限标准： CKD 10%， FBU 15%。 CKD crossselling rate limit 10%, FBU15%。 跨省销售率大于此上限则本地销售考核系数为 0，否则为 1； If dealer crossselling rate large than this limit then the local sales assessment rate is 0, otherwise the local sales assessment rate is 1 跨省销售率计算方法：当期跨省上牌数 /当期经销商上牌总数 Crossselling rate calculation: dealer crossprovince registration quantity/ dealer total registration quantity 本地销售考核系数特别说明 Special note over local sales assessment rate ： 此上限标准并非奥迪销售事业部制定的跨区销售率的指导标准 .而是考虑全国情况设置的较为宽松的过 渡性上限标准。 As the temporary limit, the crossselling rate limit is made concerning the national wide sales and management status. 根据对不同区域市场的特定要求和市场特点，区域需要在此基础上单独制定不低于全国标准的本区域 的跨区销售上限标准并实施，由区域代表处在奥迪事业部批准的前提下单独制定并实施。 Through the approval process of ASD, the regional offices will make and implement the regional standard based on this national wide requirement, the regional requirement is required to be higher than national wide standard. 同时奥迪销售事业部保留根据市场需要针对特定区域和特定产品制定与此有差异的本地销售比例上限 标准的可能性。 ASD keeps the right to adjust requirement of crossselling rate limit for individual region or model according to the market status and development. 考核销售折让 Assessment Discount – 销量考核 Sales Volume 本地销售奖励 PMA 佣金比例 Margin rate： CKD (A6L/A4L/Q5): % FBU(A8L/Q7/A5/Q5/TT/A3) % 18 18 目的：检查奥迪经销商对标准销售流程的执行及达成情况。 Objective: Check dealer’s implementation of standard sales process 考核佣金比例：最高考核比例为 %。 根据经销商的不同秘密采购成绩 (A:分 )，给予经销 商相应的考核销售折让比例 (M)。 未参加相应考核周期全部 2次秘密采购的经销商将不享受该 期考核政策。 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. 秘密采购 Mystery Shopping CKD (A6L/A4L/Q5 ) / FBU (A8L/Q7/A5/TT/Q5 ): %。 考核销售折让 Assessment Discount – 秘密采购 Mystery shopping 考核周期 :奥迪销售事业部网络部每年将委托第三方对经销商实施秘密采购 8次，按季度兑 现考核返利 ,每 2次平均成绩作为 相应季度的考核依据。 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 当 If A ≥ 90 , 当 If 90 A ≥ 80, 当 If 80 A ≥ 70 , 当 If A ＜ 70 ， 19 M = % M = % M = % M=0 考核销售折让 Assessment Discount – 秘密采购 Mystery shopping 秘密采购 Mystery Shopping CKD (A6L/A4L/Q5 ) / FBU (A8L/Q7/A5/TT/Q5 ): % 考核办法 Assessment method： 20 20 目的：检查奥迪经销商对标准销售流程的执行及达成情况。 Objective: Check dealer’s implementation of standard sales process 考核佣金比例：最高考核比例为 %，根据经销商的不同秘密采购成绩 (A:分 ) ，给予经 销商相应的考核销售折让比例 (M)。 未参加相应考核周期全部 2次秘密采购的经销商将不享受 该期考核政策。 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. 秘密采购 Mystery Shopping FBU (A3 ): % 考核销售折让 Assessment Discount – 秘密采购 Mystery shopping 考核周期 :奥迪销售事业部网络部每年将委托第三方对经销商实施秘密采购 8次，按季度兑 现考核返利 ,每 2次平均成绩作为 相应季度的考核依据。 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 当 If A ≥90 , 当 If 90 A ≥ 80, 当 If 80 A ≥ 70 , 当 If A ＜ 70 ， 21 M = % M = % M = % M=0 考核销售折让 Assessment Discount – 秘密采购 Mystery shopping 秘密采购 Mystery Shopping FBU (A3 ): % 考核办法 Assessment method： 22 22 目的 ：提高用户满意度和奥迪品牌忠诚度 Objective: To improve customer satisfaction and customer loyalty 考核销售折让比例 Assessment ratio ： 最高考核比例为 %。 根据经销商的 CSS（销售）考核排名，给予经销商相应的 考核比例。 Max. discount is %. Dealers will get corresponding discount according to their CSS (Sales ) ranking. 用户满意度 销售 CSS Sales CKD (A6L/A4L/Q5 ) / FBU (A8L/Q7/A5/TT/Q5/A3 ): % 考核销售折让 Assessment Discount – CSS 销售 Sales 23 23 调查安排 Survey arrangement: CSS电话调研按月度进行，调研的车型为 CKD和 FBU/ CSS telephone interview will be done month。