I need the management system of "beauty tutor" and "salesman" of cosmetics company. Who can help me find it?

Get out of the traditional salary mode of "basic salary+commission"

Now many dealers look at the results rather than the process, and sales volume has become the only criterion for evaluating salesmen. There is sales, and the salesman takes more money; No sales, low income or even leaving. The reality is that old salesmen don't work and get high salaries; The new salesman works hard and earns a small salary. The direct consequence is that the salesman team is speculative, lazy and corrupt. Especially when the dealer takes the commission model as the basis of assessment and salary, then the salesman's performance is to open a shop in the early stage, and after the sales volume is stable, he does not want to make progress, meets the status quo, stops work for growth and sustainable development, can carry out general maintenance, is a good old salesman, and even "has his heart in China" and sells other products part-time.

The salary model of basic salary plus commission is adopted by most dealers. This model is to make the cake bigger, which is conducive to increasing the pressure on salesmen and urging them to achieve the goal of guaranteeing the bottom. However, the mission and responsibility of this model for salespeople is "selling quantity", which is just a salary model with good quantity but poor quality. It stays at the level of "selling it" and has no management and assessment of the work process and quality. A moment is not a long time. When more salespeople find that the task cannot be completed or they have more competitive opportunities, they will leave their jobs.

Considerations of salary setting

For the way of setting salary, dealers need to consider the following two factors:

1. Design mode of salary system for competitive salespeople in the whole industry. "Ask where the canal is so clear, because there is a source of living water." Recruitment from the talent market is the main source of business personnel in a company. At this time, if the salary system design of the dealer is not competitive, I am afraid you will have to seek a balance for the salesman from other aspects (such as brand, strength, development space, etc.). For example, the salary structure set by Qu Manager in Inner Mongolia is: basic salary+commission+lunch, and the basic salary is 400 yuan, which is lower than other dealers. But the profit of its products is higher than that of other agents, that is, the commission is high. A box gives the salesman a commission of 1 yuan, which is higher than that of other agents by 0.3 yuan.

2. The dealer's own development stage. If the dealer's company has just started, many aspects are not standardized, and the management scope is very small, then what is often needed at this time is a "hard-working" salesman, so it is appropriate to adopt the commission system, because the dealer does not have enough personnel and management mode to refine management.

If the company develops to a certain stage, the market is stable, and it needs to benefit from management, the disadvantages such as "training old salesmen to be lazy" brought by commission system are easy to appear, and a growth-based salary model is needed, which mainly includes sales task assessment system and comprehensive evaluation system. The sales task assessment system is to issue work indicators to salesmen according to time and extract wages according to completion rate. Salesman's salary = actually completed sales/target task sales × benchmark salary, or it can be optimized as follows: salesman's salary = actually completed sales/target task sales × benchmark salary × adjustment coefficient. This can effectively decompose the company's goals downward, fully decompose the tasks and pressures to each salesman, set goals according to local conditions, and evaluate salesmen. This requires dealers to accurately understand and master the regional markets and products that salesmen are responsible for, and plan the key target markets, so that salesmen can give full play to their talents.

Comprehensive evaluation system is a method to evaluate both the results and the process. The salary of a salesman depends on the quality of the working process and the final result. The dealer gives a benchmark salary index, and the salesman gets paid according to the score. Salary = benchmark salary index × salesman score/100. Dealers can set up various assessment items, such as sales volume and terminal work completion. The above items can be adjusted and selected according to the overall goal of the company, but the process must be assessed and linked to salary. This process needs monitoring and evaluation personnel like market supervision, and at the same time, it is necessary to do a good job in the evaluation and salary design of monitoring and evaluation personnel to ensure the objectivity and equality of the evaluation process. On the one hand, it can assess the sales performance of salesmen, on the other hand, it can correct the work problems of salesmen in time, which is a process management salary system.

How do they get paid?

Based on the principle of "practicality and effectiveness", we have selected several useful salary setting methods from the market, hoping to provide some reference for dealers:

Although Jiangxi Xiong Manager adopts the salary of basic salary plus commission, according to the sales volume and profit level of products, he adopts different commission system (from 1% to 10%), rewarding diligence and punishing laziness. Those who have been in the company for more than half a year will be dismissed if the commission does not reach a certain percentage, so as to maintain a certain flow of the above-mentioned personnel and make the company's vitality last forever.

Manager Yuan of Jiangsu adopts the method of "installment payment". Manager Yuan promised the salesman 1000 yuan per month, but actually only gave it to 800 yuan, and the rest 200 yuan filled it out together at the end of each month; For the half-yearly commission at ordinary times, this can maintain the stability of the salesman to a certain extent.

Manager Chen of Hebei mainly adopts "fuzzy bonus". The salary structure he set is basic salary+commission+bonus. Although the basic salary is open, the bonus and welfare are vague. At the same time, Chen asked everyone to select the best promoters and salesmen every week and every month and distribute different bonuses.

Manager Feng of Anhui is a county-level dealer. He said that in the county-level market, the level of salesmen is generally not high. Generally, those with ability don't care about you, and those with low ability leave. So Manager Feng takes a fancy to experienced salesmen. Anyone who can work in his own company for three years will be given a bonus of 3000 ~ 4000 yuan, which will help to motivate other business personnel on the one hand and retain experienced business personnel on the other.

Although there seems to be no necessary connection between beauty instructors and medical representatives, careful study shows that they are quite related. Perhaps, the comparative analysis of these two professions will bring some new inspiration to the beauty industry, especially to beauty instructors.

As a rising profession at the end of last century, medical representatives have been controversial for their unique sales model and rich professional returns. After more than ten years, as a brand-new profession, beauty instructors have attracted more and more attention from the world. Although these two occupations are completely different industries, we will find that they have many connections by studying their background and development process.

□ Chaoyang industry gives birth to new occupations.

In the past 20 years, China's pharmaceutical industry has developed vigorously, and the number of pharmaceutical enterprises has surged from more than 500 in 1990 to nearly 6,000 in 2000. The sales model has also directly supplied hospitals from traditional manufacturers, and entered a completely competitive market state. As a unique salesperson in this industry, "medical representative" is undoubtedly the most effective and fastest magic weapon for manufacturers to sell products to hospitals. From 1988, the first batch of medical representatives appeared in Shanghai Squibb Company, to the development of more than 20 years now, medical representatives have been an irreplaceable sales promoter of prescription drugs in the pharmaceutical industry.

Because the development history of professional cosmetics industry in China is not long, it is only in recent years that beauty instructors have become a profession. The early sales of beauty products were almost not followed up by full-time personnel, and were basically in the natural sales state of the seller's market. With the development of national economy, the professional cosmetics industry has gradually become a hot spot in the post-industrial era with its relaxed development environment, lagging industry regulations and attractive operating profits. The huge market potential makes beauty instructors as the backbone of sales gradually become the focus of attention.

□ Professional sales create rich income.

In China, the average basic salary of a general medical representative is about 2000 yuan, and the commission ratio is about 5%. At ordinary times, he can achieve sales of at least 654.38+10,000 yuan in the designated sales area every month, so his income is at least 7,000 yuan. Of course, this is only an average figure. Some foreign companies will adopt the salary method of high basic salary plus bonus, and the bonus will be comprehensively calculated according to the sales volume of products that the medical representatives are responsible for and the proportion of tasks completed in the whole region. Moreover, the reason why medical representatives earn high income is that they all have a considerable "clinical expense", which is commonly called "medical rebate", which is generally about 10% of sales, and sometimes even higher than commission. Although after the medical reform, the income of medical representatives has declined due to the impact of bidding price reduction, on the whole, it is still much richer than other industries.

Relatively speaking, the facial makeup line is still in the primary stage of market development. A beauty instructor usually takes care of the follow-up of agents in at least one province and region and the maintenance of beauty salons. The basic salary is generally 1200 yuan, and the commission is between 2% and 4%. As accommodation and meals are mostly handled by local agents, the subsidy of 30~80 yuan/day is also considered as income, with an average monthly income of more than 3,500 yuan. A beauty instructor with strong sales ability has a monthly income of nearly 10,000 yuan. Although compared with sales representatives in other industries, this income may not be particularly rich, but considering that the overall cultural quality of beauty instructors is low (the average educational level is not as good as that of secondary schools), it can really be regarded as the highest income in the same education.

An important reason for the rich income of medical representatives and beauty instructors lies in their marketing methods: both rely on professional service personnel (doctors and beauticians in beauty salons) to indirectly complete the sales of products, and the products generate added value through the intermediate professional service links. At the same time, this kind of professional service makes it impossible for consumers to directly choose products completely independently, which is one of the main reasons why the terminal competition in their industry is not as fierce as that of traditional consumer goods. Medical representatives and beauty instructors have maximized their own income in dealing with professional service personnel and special retail terminals.

□ On-site promotion meeting adds fuel to the fire for sales.

As a profession, medical representatives basically maintain the basic duties of "academic extension experts". As soon as new drugs entered the hospital, various types of product promotion meetings followed. The role of these seminars is to establish the professional authority image of enterprises and products as much as possible, so as to promote the use of target doctors. Because the state has very strict supervision over drug advertisements, especially prescription drugs, almost no media can advertise except in medical journals. At this time, the academic promotion meeting with less investment and concentrated goals will naturally become a disguised advertising means used by medical representatives at home and abroad.

The professional characteristics of professional cosmetics determine that it is impossible to promote terminal sales by high-density advertisements like daily chemical products. In addition, there are many categories of professional products, and different operation methods, different collocation and use steps between suits may all be the reasons that affect the beauty effect. Therefore, in order to let beauty salons fully understand the products and master the correct operation methods, holding demonstrations of various scales will become the biggest feature of industry sales. Especially for a beauty instructor who is still in the market development stage, organizing a successful demonstration will mean a breakthrough in sales.

□ All-round quality lays the foundation for entrepreneurship.

In Europe and America, the birthplace of medical representatives, their job responsibilities are only to introduce products to doctors. Due to the difference of medical system, medical representatives in China are endowed with more functions: besides selling products to doctors, they also need to open up the market (known as "opening hospitals" in the industry) and manage the access of pharmaceutical companies in the region. The specific work includes pumping medicine to the pharmaceutical factory designated by the hospital, urging payment for goods and so on. In short, for a medical representative, it usually takes more time and energy to get the pharmacy director of the hospital to buy drugs and persuade the manager of the pharmaceutical company to pay back the money regularly than to sell the products to doctors.

The responsibilities of a beauty instructor are very numerous and trivial. To sum up, they mainly cooperate with regional managers to develop agents and follow up the sales of terminal beauty salons. The daily work includes the development and management of regional agents, assisting agents in the maintenance of joining beauty salons and monitoring the implementation of various promotional activities, as well as explaining the product knowledge and operation guidance of beauty salons. From the perspective of work intensity and ability requirements, it is far more comprehensive and challenging than sales staff in other industries.

It can be seen that medical representatives and beauty instructors should not only maintain the terminal, but also develop and manage the channels under their jurisdiction, plan and organize promotional activities. They are veritable all-around salespeople. Moreover, due to their in-depth understanding of all aspects of the market, they often choose to start their own businesses after a period of accumulation: the elites of pharmaceutical representatives will start their own businesses, or act as product agents as "natural persons in pharmaceutical marketing", or form pharmaceutical companies in partnership with others to concentrate on business; After two or three years of general work practice, beauty instructors will consider transforming into beauty salon owners or regional agents. The proportion of entrepreneurship in these two occupations is generally much higher than that in other industries.

□ Training is the foundation of career.

In order to accurately convey the product information and answer the doctor's related questions in the process of medication (such as the side effects of drugs and the use of different diseases, etc.). ), every new medical representative must receive detailed product training. In some foreign companies, such training will even last for more than 2 weeks. At the same time, due to the rapid development of clinical medicine and drug research and development, in order to better promote drugs, it is necessary to master the latest medical trends and information, so a qualified medical representative is required to receive training from the company at any time, and at the same time, he should constantly recharge himself.

Similarly, beauty instructors are also one of the most trained occupations. In order to achieve good sales performance, beauty instructors must fully grasp the characteristics, mechanisms and latest operation methods of various products, and also have certain sales skills and eloquence. All these require beauty instructors to constantly teach themselves and arm themselves. A successful beauty instructor is often a sales elite with super learning ability.