The first chapter is to strengthen the daily management of the marketing team, guide the daily management of the marketing team, and establish an efficient and orderly marketing team.
The first marketing team's work plan and objectives
Article 2 Each marketing team shall formulate detailed rules for the implementation of the team management and salary standards, and report them to the Channel Management Department for approval before implementation. (with royalty standard)
Article 3 The marketing team shall make an annual work plan at the beginning of each year, make a marketing plan according to the local market conditions, and sign a marketing cooperation plan with relevant cooperative banks for that year. The newly established team must list the work plan and the target number of accounts opened within one year when preparing.
Article 4 The Channel Management Department is responsible for guiding and reviewing the marketing plans and other documents of each marketing team. The annual marketing plan, personnel recruitment and assessment methods of the marketing team must be reported, and can only be implemented after countersigned by the relevant departments of the headquarters. Approval process: the business department faxed for instructions → the brokerage business comprehensive room → the channel management department (indicating the department that must sign) → the brokerage business comprehensive room assisted in completing the filing process → the company leaders such as the competent vice president gave instructions → the brokerage business comprehensive room faxed for signing opinions, and the process ended.
Article 5 After defining the work objectives and plans, the marketing team divides the work into regional managers or account managers. Check the work progress regularly, review the plan according to the business progress, and correct the shortcomings in the work in time.
(1) The account manager must record the work log when carrying out the work, and the team leader will conduct spot checks on the work log from time to time to keep abreast of the work dynamics of the personnel.
(2) There should be a clear division of labor among marketing team members, and they should cooperate closely when conducting business, and develop and serve customers closely.
(three) according to the work schedule and time schedule, step by step to implement the plan, one by one to implement the work objectives.
(4) The adjustment and transfer of account managers in each outlet shall be arranged by the marketing team.
Article 6 The marketing team shall regularly write monthly, semi-annual and annual business analysis reports, analyze the business progress, and adjust the working ideas in time to successfully complete the work plan.
Chapter II Attendance System of Marketing Team
Article 7 The person in charge of the marketing team is responsible for the daily management of the team marketing personnel and coordinating the cooperative relationship among the team members. The account manager must obey the unified leadership and management of the team leader.
Article 8 The marketing team must implement a strict attendance system, designate a special person to record the daily attendance, and the attendance in the current month shall be implemented according to the relevant regulations of the company. Details are as follows:
(a) the account manager must go to work on time and must not be late or leave early; Absenteeism without reason; Do not leave without reason, and their working hours are the same as those of their outlets.
(2) The account manager works 8 hours a day, and other hours are handled according to the principle of voluntary overtime.
(3) The account manager must participate in the training and marketing activities organized by the team. In principle, when you go out for exhibitions and visit customers, you should explain it to the team leader, and fill in the List of Visits by Marketers (see annex), detailing the location, interviewees and contact information, and hand it over to the person in charge, who will conduct spot check or full inspection after personnel.
(4) The team leader should check the attendance of personnel within his jurisdiction and learn about the personnel dynamics from the relevant person in charge of the account manager's network.
(5) The account manager must ask for leave from the team leader in advance for personal leave and sick leave, and can only ask for leave after approval.
Chapter III Marketing Team Meeting System
Article 9 The marketing team must formulate a strict regular meeting system, and the team leader must hold a regular work meeting once a week and a monthly summary meeting once a month. The regular meeting is mainly to review the work progress, solve the problems in the work, exchange the situation of competitors and adjust the working methods in time.
Article 10 The marketing team of the business department must hold an early meeting every day, which includes:
(1) Inform the market information of the day and judge the market trend;
(2) The team leader conveys the latest spirit of the company, briefly introduces new products and businesses, and arranges new tasks;
(3) Report the progress of team work;
(4) Learning marketing cases and exchanging marketing experience;
(5) Stimulate team morale, etc.
Chapter IV Material Management of Marketing Team
Article 11 The person in charge of the marketing team is responsible for the overall management of the team's computer equipment, office equipment, publicity equipment and other physical objects.
Article 12 The account manager is specifically responsible for the physical custody of the service outlets.
Article 13 The marketing team shall designate a special person to be responsible for the specific work of physical management, formulate a detailed physical management list, register the goods entering and leaving the warehouse one by one, and handle the physical handover procedures for personnel changes.
Fourteenth physical damage, loss or theft caused by the loss borne by the relevant responsible person.
Chapter V Business Statistics and Assessment of Marketing Team
Article 15 Account Manager's business statistics:
(1) The business department calculates the detailed business data of each account manager every month according to the data in the CRM system and the salary standard of the account manager, and the summary table is reviewed by the finance department of the business department.
(II) After receiving the relevant data, the financial department of the business department calculates the salary of each account manager this month, and prepares the Monthly Salary Report of Account Managers of the business department, which is reviewed and signed by the accountant in charge, the assistant manager (assistant manager) and the manager step by step as the basis for the financial department of the business department to pay the salary, and reported to the brokerage business comprehensive room for the record.
Article 16 The business department is responsible for the assessment of the marketing team of the business department. The assessment is divided into two parts: post responsibility assessment and performance assessment. Job responsibility assessment mainly assesses the implementation of the daily work of the account manager and the implementation of customer service standards. Performance appraisal mainly examines the number of customers it has developed, the net income created by the customers under its jurisdiction and the total assets of customers.
Seventeenth assessment should be carried out on a monthly, quarterly and annual basis. Conduct performance appraisal once a month to determine the business commission amount of the account manager in that month; Comprehensive assessment once every three months to determine the level of account manager; At the end of the year, conduct a comprehensive assessment of the account manager and adjust the level of the account manager.
Chapter VI Management and Utilization of Marketing Team Files
Article 18 The transaction management post of the business department shall sort out the personnel files of the team, the customer confirmation documents of the account manager, various statistical reports and other materials, manage the electronic documents respectively, and save the original materials in the form of archives. The following types of data are archived in the same form.
Nineteenth business departments should sign labor contracts with employees (for a period of one year) and sign marketing cooperation agreements with part-time employees (for a period of one year). After the signing of the labor contract and the marketing cooperation agreement, the original contract shall be kept for future reference.
Article 20 For the recruitment of account managers, the business department shall designate a special person to check the authenticity of various certificates, and establish account manager management files (including one-inch bareheaded photos, resumes, photocopies of ID cards, photocopies of academic certificates, letters of guarantee, photocopies of guarantor's ID cards, labor contracts or marketing cooperation agreements, assessment and reward and punishment documents in various periods during the contract period, etc.). ), and take good care of all documents.
Article 21 The transaction management post of the business department shall establish an electronic file of the account manager's monthly marketing customer details and marketing performance for management and analysis, properly keep XXX account manager's marketing customer confirmation and other documents, compile serial numbers and file them monthly.
Article 22 The monthly business report of the marketing team includes business development data and analysis, personnel changes, personnel salaries and salary statements, etc. , should be archived.
Article 23 After the pre-job training and assessment of the proposed account manager is completed, the business department will comprehensively evaluate the proposed account manager according to his performance and assessment, and those who pass the assessment will be given a trial, and relevant trial procedures will be handled. The information of the proposed account manager should be filed in the talent reserve for future reference.
Twenty-fourth in order to facilitate management, the business department should establish employee training files and implement electronic management. After the completion of the training project, the employee training file shall be filled in by the personnel designated by the training organization department, recording the time, content, assessment results and other related information of employees participating in the training, which will serve as the basis for the company's training management, employee performance appraisal and appointment and dismissal of cadres.
Article 25 The business department must properly keep all kinds of materials submitted to the company or the channel management department for approval, and put the important materials into the filing cabinet, prepare the header and serial number, so as to find them quickly. The principle of file access is that people above the group leader, people from relevant departments of the company and account managers can ask for access to information related to themselves.
Chapter VII Supplementary Provisions
Twenty-sixth these guidelines apply to the business department.
Article 27 The Channel Management Department of the Company shall be responsible for the interpretation and revision of these Guidelines.
Article 28 These Guidelines shall come into force as of the date of promulgation.
Performance commission standard
The performance of account managers at all levels is increased to a certain percentage of commission income according to the commission income realized by their customers, after deducting the basic salary and customer cost of the account manager in the current month.
Client Investment Assistant Performance Commission Standard:
Monthly commission = (commission income -200- customer's monthly cost) x50%
Account Manager Performance Commission Standard:
Monthly commission = (commission income -400- customer's monthly cost) x 60%
Senior account manager performance commission standard:
Monthly commission = (commission income -800- customer's monthly cost) x70%
Gold medal account manager performance commission standard:
Monthly commission = (commission income -2000-monthly customer cost) X80%
If the monthly commission income calculated by the account manager is negative, he will be demoted for three consecutive months until he is dismissed.
Client brokerage performance commission standard:
Monthly commission = (monthly commission of development customers-customer cost) x40%
taxation
All the income of the account manager and account broker in the current month shall be subject to personal income tax in accordance with state regulations, which shall be withheld and remitted by the business department.
Customer investment assistants and account managers have the obligation to develop customers for the sales department, and must complete the customer development amount of 654.38+10,000 yuan per month. If they don't finish, they will be deducted 20% of their commission income in the current month, and if there is no commission income in the current month, it will be postponed until next month.
excitation system
1. Account managers at all levels will develop customers for the business department, and will be rewarded at one time at the rate of two ten thousandths of the market value of the customers' funds developed by them, and will be settled on a monthly basis.
2. The customer broker develops customers for the sales department, and pays a bonus at a lump sum of 0.5 ‰ of the market value of the customer funds developed by him.
3. If the account manager leaves his post automatically and hands over the customers under his name to the business department for management, the floating remuneration can still be extracted according to 40% of the commission standard of the account manager.
4. If an account manager leaves his job automatically and hands over his future customers to other account managers, he can enjoy 50% commission income from these customers from other account managers.
5. According to the needs of business development, the business department can set up a customer relationship management team according to a certain number of account managers, and give appropriate rewards to each team leader.
6. Year-end award
For the top three account managers with annual performance, the business department will give a certain amount of special rewards, which can take various forms such as sending and receiving, organizing tourism and rewarding goods.
Step 7 punish
When the customer managed by the account manager suffers investment losses, if the loss of a customer reaches 150% of the market decline in the same period compared with the initial evaluation, the business department will suspend the entrustment of the customer, deduct the entrustment of the account in the previous evaluation period, and continue the entrustment until the asset profit and loss level of the customer account returns to the normal market level.