在前面的专栏中,我们提出了销售激励方案应当与销售人员管理计划和原则中的其他要素一致,并且激励方案应该与销售业绩的关键驱动因素连接在一起。而有效的激励薪酬程序包含四大关键要素,即激励方案的设计、实施、管理和监督。在这期我们进一步讨论激励薪酬要素与决策标准的细节。一个激励方案的定义包含了对五项要素的说明,这是在设计激励方案时需要做出的决定,并且它们也决定着激励方案的效率。 In the previous column, we proposed that the sales incentive program should be consistent with the other elements of the sales force management plan and principles, and that the incentive program should be linked to the key drivers of sales performance. The effective incentive compensation process contains four key elements, namely the incentive program design, implementation, management and supervision. In this issue we discuss further the details of incentive compensation elements and decision-making criteria. The definition of an incentive program includes a description of the five elements that are needed in designing the incentive program and which also determine the efficiency of the incentive program.