销售分公司考核激励制度（sales branch, appraisal, incentive system）

销售分公司考核激励制度（SALESBRANCH,APPRAISAL,INCENTIVESYSTEM）SALESBRANCH,APPRAISAL,INCENTIVESYSTEMIPREFACEINORDERTOIMPROVETHEINCENTIVEMECHANISMOFTHEGROUPSALESCOMPANYASSESSMENT,THROUGHASSESSMENTANDINCENTIVETOCONDUCTACOMPREHENSIVESYSTEMOFSALESCOMPANY,FULLYMOBILIZETHEENTHUSIASMOFSALES,INCREASESALESANDMARKETINGMANAGEMENT,MARKETSALESDEPARTMENTDRAFTEDTHE“SALESCOMPANYAPPRAISALANDINCENTIVESYSTEM“,FROMTHESALESPERFORMANCEANDMARKETMANAGEMENTANDMARKETDEVELOPMENTOFTHETHREEASPECTSOFTHESYSTEMOFSALESCOMPANYTOCARRYOUTCOMPREHENSIVEASSESSMENT,ANDSTRIVETOACHIEVEACOMPREHENSIVE,SCIENTIFICANDEASYTOOPERATETWO,SALESBRANCHAPPRAISALINCENTIVESYSTEMFORMULATIONPRINCIPLE1,THEPRINCIPLEOFFAIRNESSTHISSYSTEMWITHTHESALESCOMPANYMAINLYRESPONSIBLEFORPROJECTASSESSMENTANDEVALUATIONINDEXSYSTEM,THEDATAOFASSESSMENTMETHODS,REDUCEMANMADEINTERFERENCEANDSUBJECTIVITYOFEVALUATIONANDREWARDOFEACHBRANCHCOMPANYAREFOCUSINGONTHEPRINCIPLEOFFAIRNESS2,THECOMBINATIONOFPROCESSANDRESULTINCENTIVETHESYSTEMTAKESTHEQUARTERLYASANASSESSMENTCYCLE,ACOMPREHENSIVEEVALUATIONATTHEENDOFTHEYEAR,ANDQUARTERLYASSESSMENTINCENTIVEASTHEMAINBASISFORTHEANNUALCOMPREHENSIVEASSESSMENT,MAINLYBASEDONPROCESSINCENTIVESANDRESULTSINCENTIVES3,THEPRINCIPLEOFCOMBININGMATERIALMOTIVATIONWITHSPIRITUALMOTIVATIONTHISSYSTEMAIMSTOSTIMULATETHEENTHUSIASMOFEMPLOYEESFROMTWOASPECTSOFMATERIALMOTIVATIONANDSPIRITUALENCOURAGEMENT,ANDGUIDETHECORRECTWORKINGCONCEPTANDWORKINGMETHODSOFSALESSTAFFTHROUGHEXAMINATIONANDINCENTIVESYSTEMTHREEQUARTERLYASSESSMENTITEMSANDWEIGHTDESCRIPTION1,ASSESSMENTITEMS,ASSESSMENTCONTENTANDWEIGHTASSESSINGTHECONTENTWEIGHTOFPROJECTEVALUATIONSALESPERFORMANCE,COMPLETETHECOMPANYSSALES,SALESVOLUMEANDRETURNTARGET70MARKETMANAGEMENT,CHANNELMANAGEMENT,CUSTOMERMANAGEMENT,MAINTENANCEANDSALESTEAMBUILDING15MARKETDEVELOPMENT,NEWPRODUCTSALESANDCUSTOMERDEVELOPMENTVOLUME152,QUARTERLYASSESSMENTPROJECTBREAKDOWN21SALESPERFORMANCEEVALUATIONITEMSANDBENCHMARKSALESPERFORMANCEASSESSMENT,CONTENTEVALUATION,BENCHMARKACCORDINGTOTHESALESOFLIVEGOODS,FROZENGOODS,SEACUCUMBER,READYTOEATPRODUCTSINFOURCATEGORIES,ACCORDINGTOTHEQUARTERLYSALESTARGET,TOCOMPLETETHERATEASTHEBASISFORASSESSMENT,THESINGLECOMPANYIMPORTANTPRODUCTS,SUCHASBOTTOMSOWINGSHELLFISH,CAGEAQUACULTURESHELLFISH,ABALONE,ABALONEANDOTHERSPECIALBOTTOMSOWINGRATEASSESSMENTSIXTYSALESACCORDINGTOTHECOMPANYSQUARTERLYSALESTARGET,BASEDONTHECOMPLETIONRATE,ANDSALESASSESSMENTMETHODSFORASSESSMENTTHIRTYTHERATEOFRETURNISBASEDONTHETARGETOFTHERATEOFRETURNSETBYTHECOMPANY,ANDEXAMINESTHERATEOFRETURNOFTHESALESBRANCHTEN22MARKETMANAGEMENTEXAMINATIONSUBITEMSANDBENCHMARKMARKETMANAGEMENTASSESSMENT,CONTENTEVALUATION,BENCHMARKDEALERCHUANHUOCHANNELMANAGEMENTTHEPHENOMENONOFILLEGALOPERATIONS,THEMARKETPRICEMANAGEMENTFORTYCUSTOMERMANAGEMENTANDMAINTENANCEMAINLYBASEDONCUSTOMERSATISFACTIONINDEXASTHEBASISFOREVALUATIONTHIRTYTEAMBUILDING,TEAMRESPONSIBILITY,TEAMQUALITYIMPROVEMENTANDTRAINING,FOLLOWTHECOMPANYRULESANDREGULATIONSTHIRTY23MARKETDEVELOPMENT,ASSESSMENT,SUBITEMSANDBENCHMARKMARKETDEVELOPMENTASSESSMENT,CONTENTEVALUATION,BENCHMARKNEWPRODUCTSALESCOMPANYENCOURAGESSALESOFNEWPRODUCTSTOPROMOTESALES,ACCOUNTINGFORTHEPROPORTIONOFSALESOFTHECOMPANYASTHEMAINBASISFOREVALUATIONFIFTYCUSTOMERDEVELOPMENTISBASEDONTHENUMBEROFNEWCUSTOMERSDEVELOPEDDURINGTHEQUARTERFIFTYFOUR,QUARTERLYSALESPERFORMANCEEVALUATIONSCORINGMETHOD1ANDQUARTERLYSALESPERFORMANCESTATISTICSASSESSMENTITEMSQUARTERLYSALESOFPRODUCTCATEGORYQUARTERLYTASKTARGETTONACTUALCOMPLETIONTONCOMPLETIONRATE,KI,TASKTARGETYUAN,ACTUALCOMPLETIONYUAN,COMPLETIONRATETILIVEBOTTOMSOWABALONECULTUREDABALONEBOTTOMSHELLFISHCAGESHELLFISHOTHERLIVEGOODSTOTALFROZENGOODSSEACUCUMBERREADYMEALPRODUCTSTHERATEOFRETURN,THERATEOFRETURNOFTHECOMPANY,THEINDEXA,THEACTUALRATEOFRETURNQUARTERLYSALESPERFORMANCEREVIEW“THE11QUARTERPRODUCTTABLES“INSALESPERFORMANCEEVALUATIONSEPARATELYACCORDINGTOTHEPLANDEVELOPEDBYTHECOMPANYSHALLCALCULATETHETARGETCOMPLETIONRATE,NOSINGLEPRODUCTCATEGORIESTOOTHERPRODUCTSORDIRECTLYBYPRODUCTCATEGORIESFORASSESSMENT12,THESALESOFTHECOMPANYINTHE“QUARTERLYSALESPERFORMANCESTATISTICS“INTHESPECIFICPRODUCTCATEGORIESDUETOMARKETDIFFERENCESEXIST,SUCHASGUANGZHOUBRANCHISCURRENTLYSELLINGAQUACULTUREABALONE,SALESOFOTHERPRODUCTSOFTHECOMPANYARENOTRIGIDREQUIREMENTS,SOTHEONLYASSESSMENTOFABALONEPRODUCTS,THESALEOFOTHERPRODUCTSARENOTEXAMINEDOTHERSALESCOMPANIESMAY,ACCORDINGTOTHEACTUALSITUATIONOFTHESALESTASKASSIGNEDBYTHECOMPANY,DETERMINETHESPECIFICPRODUCTASSESSMENTITEMS13ALLTHETOTALITEMSARENOTEXAMINEDANDAREONLYUSEDASVISUALREFERENCEDATAFORSTATISTICS14SEACUCUMBERSANDINSTANTPRODUCTSAREEXAMINEDONLYBYSALES,ANDSALESAREFORVISUALREFERENCEONLY15,THERATEOFRETURNREFERSTOTHEMATURITYOFTHISQUARTER,OUTSTANDINGACCOUNTSFORTHEPROPORTIONOFSALESINTHEQUARTER,THELASTQUARTERISNOTSCHEDULEDFORTHEPAYMENTOFTHEGOODSROLLINGINTOTHENEXTQUARTER,UNTILTHESETTLEMENTSOFAR2,QUARTERLYSALESPERFORMANCEEVALUATIONMETHODSALESPERFORMANCEEVALUATIONFORMULASALESPERFORMANCETHEEVALUATIONFORMULAOFTHESUBITEMEVALUATIONSCOREISEXPLAINEDSALES60SIGMAKI/N1IFROM1TON1N1REFERSTOTHEPRODUCTCATEGORYNUMBERDETERMINEDBYTHEQUARTERLYSALESPERFORMANCESTATISTICS,“SIGMAKI“REFERSTOTHESUMOFTHEQUARTERLYSALESCOMPLETIONRATEOFN1ITEMSSALESVOLUME30SIGMATI/N2IFROM1TON2N2REFERSTOTHEPRODUCTCATEGORYNUMBERDETERMINEDBYTHEQUARTERLYSALESPERFORMANCESTATISTICS,“SIGMATI“REFERSTOTHESUMOFTHEQUARTERLYSALESCOMPLETIONRATEOFN2ITEMSBACKPAYMENTRATEOF10XA100XREFERSTOTHEACTUALQUARTERLYRETURNOFSALESBRANCH,AREFERSTOTHECOMPANYSQUARTERLYACTUALRETURNRATEINDEX3ANDQUARTERLYPERFORMANCEAPPRAISALFORMSALESPERFORMANCEASSESSMENTOFSUBITEMS,PRODUCTCATEGORY,DETAILEDSALESCOMPANYSELFRATINGCOMPANYFINALSCORETESTSCORESALESVOLUMESALESVOLUMEBACKPAYMENTRATEQUARTERLYPERFORMANCEAPPRAISALTOTALFIVE,QUARTERLYMARKETMANAGEMENTASSESSMENTSCORINGMETHOD1,QUARTERLYMARKETMANAGEMENTEVALUATIONCRITERIAEVALUATIONPROJECTCONTENTBREAKDOWNBENCHMARKSCORINGSTANDARDCHANNELDEALERMANAGEMENT20DEALERSABRANCHDUETOMISMANAGEMENTANDOTHERILLEGALOPERATIONSCUANHUODEDUCTED5POINTSPRICEMANAGEMENTSITUATION20,AVIOLATIONOFPRICE,OPERATIONDEDUCTIONOF5POINTSCUSTOMERMANAGECUSTOMERSATISFACTION30SCORINGFORMULA30M/100MREFERSTOTHECUSTOMERSATISFACTIONSCOREMEASUREDBYTHECOMPANYSQUARTERLYCUSTOMERSATISFACTIONINDEXTEAMTHERESPONSIBILITYOFTHECONSTRUCTIONTEAMSHALLBESUMMARIZEDANDEVALUATEDCOLLECTIVELYWITHINTHEBRANCHWITHIN10TEAMBUSINESSQUALITYIMPROVEMENTANDTRAINING10,EACHQUARTERBYTHEBRANCHORGANIZATIONATLEASTTWOTIMESOFINTERNALTRAINING,LACKOFADEDUCTIONOF5POINTSCOMPLYWITHTHECOMPANYSRULESANDREGULATIONS,10,ONCEAVIOLATIONOFTHECOMPANYSRULESANDREGULATIONS,ANDTHECOMPANYCRITICIZEDORINSTRUCTEDTOCORRECTTHESITUATION,5POINTSDEDUCTED2ANDQUARTERLYMARKETMANAGEMENTEXAMINATIONSCORINGFORMEVALUATIONPROJECTCONTENTBREAKDOWNBENCHMARKSCORECOMPANYSELFRATINGCOMPANYFINALSCORETESTSCORECHANNELMANAGEDEALERMANAGEMENT20PRICEMANAGEMENTSITUATION20CUSTOMERMANAGECUSTOMERSATISFACTION30TEAMRESPONSIBILITYOFTHECONSTRUCTIONTEAM10PROMOTIONANDTRAININGOFTEAMBUSINESSQUALITY10COMPLYWITHCOMPANYRULESANDREGULATIONS10QUARTERLYMARKETMANAGEMENTASSESSMENTSCOREOF100SIX,QUARTERLYMARKETDEVELOPMENT,ASSESSMENT,SCORING,CALCULATIONMETHODS1,QUARTERLYMARKETDEVELOPMENTEVALUATIONCRITERIACONTENTBENCHMARKOFEVALUATIONPROJECTSCORINGSTANDARDTHENEWSALESCOMPANYTOENCOURAGETHEPROMOTIONOFTHENEWPRODUCTSALESOF50NEWSALESINTOTALSALESINCOMEPERCENTAGEOFEACHEVALUATIONSCOREWAS20,WHENTHENEWQUARTERSALESACCOUNTEDFOR25OFTOTALSALES,THESCORESFORTHEBENCHMARKSCOREOF50POINTS,SCORINGNOLIMITNEWCUSTOMERSDEVELOPNEWCUSTOMERS,THENUMBEROFDEVELOPERSINTHE50QUARTERTODEVELOPANEWCUSTOMERSCOREOF25POINTS,THEDEVELOPMENTOFTWONEWCUSTOMERSINTHEQUARTERCANGETABENCHMARKSCOREOF50POINTS,NOLIMITMARKETDEVELOPMENTEVALUATIONNOTES11THENEWPRODUCTSENCOURAGEDBYTHECOMPANYSHALLMEANPRODUCTSWHICHARERELATIVELYSMALLINTHEORIGINALSALESOFEACHBRANCHCOMPANYORBELONGTOTHEMARKETGAP,ANDMAYNOTNECESSARILYREFERTOTHENEWLYDEVELOPEDPRODUCTSOFTHECOMPANY,SUCHASREADYTOEATPRODUCTSACCORDINGTOTHEMARKETSITUATION,THECOMPANYWILLPLANTHENEWPRODUCTSOFEACHBRANCHCOMPANYATTHEAPPROPRIATETIMETHENEWPRODUCTSPLANNEDFOR2005WILLBEDETAILEDINTHELISTOFNEWPRODUCTSIN2005LISTOFNEWPRODUCTSOFSALESBRANCHIN2005NEWPRODUCTDESCRIPTIONOFSALESBRANCHNORTHEASTSALESBRANCH1,READYTOEATPRODUCTS2,SUPPORTNEWDEVELOPMENTOFGOLDENPURIFICATIONANDFUNCTIONOFLIVEVARIETYKEEPERGOLDENDEVELOPMENTNEWSALESCOMPANYSALESNEEDTOPROVIDEADETAILEDDESCRIPTIONOFTHESALES,THISAPPLIESTOOTHERBRANCHBEIJINGSALESBRANCH1,READYTOEATPRODUCTS2ABALONE3,SEACUCUMBER4,RELYINGONTHENEWDEVELOPMENTOFGOLDENPURIFICATIONANDKEEPERFUNCTIONLIVEABALONEANDSEACUCUMBERVARIETIESREFERSTO20052004ANNUALSALESEXCEEDEDSALES,ASSALESOFNEWPRODUCTSINCLUDEDINTHEFOURTHQUARTERASSESSMENTSHANGHAISALESBRANCH1,READYTOEATPRODUCTS2ABALONE3,SEACUCUMBER4,RELYINGONTHENEWDEVELOPMENTOFGOLDENPURIFICATIONANDFUNCTIONOFLIVEVARIETYSHOWSKEEPERGUANGZHOUSALESBRANCH1,READYTOEATPRODUCTS2,SEACUCUMBER3,RELYINGONTHENEWDEVELOPMENTOFGOLDENPURIFICATIONANDFUNCTIONOFLIVEVARIETYSHOWSTHEKEEPERASABOVE,ONLYTOREMOVEASANEWCATEGORYOFABALONE12,THENUMBEROFNEWCUSTOMERDEVELOPMENTREFERSTOTHEFORMATIONOFSTABLECUSTOMERRELATIONSINTHEQUARTERANDLONGTERMCOOPERATIONCUSTOMERS,SALESBRANCHTOPROVIDECUSTOMERFILESASTHEBASISFOREVALUATION2,QUARTERLYMARKETDEVELOPMENTASSESSMENTSCOREBENCHMARKOFEVALUATIONITEMSSALESBYVALUEPROPORTIONALCOMPANYSELFRATINGCOMPANYFINALSCORETESTSCORENEWPRODUCTSALES50BENCHMARKOFEVALUATIONITEMSSCORECUSTOMERSDEVELOPMENTQUANTITYBRANCHCOMPANYSELFRATINGCOMPANYFINALSCORETESTSCORENEWCUSTOMERDEVELOPMENT50MARKETDEVELOPMENTTOTALSCORENOTESALESBRANCHSHOULDPROVIDEDETAILEDDESCRIPTIONOFSALESOFNEWPRODUCTSSEVENANDQUARTERLYCOMPREHENSIVEEVALUATIONSCORES1ANDQUARTERLYCOMPREHENSIVEEXAMINATIONSCORECALCULATIONMETHODTODETERMINETHEFINALSALESPERFORMANCE,MARKETMANAGEMENT,MARKETDEVELOPMENTOFTHETHREEASSESSMENTITEMS,SCORING,MULTIPLIEDBYTHEWEIGHTOFTHEASSESSMENTITEMSFORTHEQUARTERSCOMPREHENSIVEASSESSMENTSCORESCOMPREHENSIVEEVALUATIONSCORESQUARTERQUARTERSALESTOTALTESTSCORE70QUARTERMARKETMANAGEMENTTESTSCORETOTAL15QUARTERMARKETDEVELOPMENTTESTSCORETOTAL15POINTS2,BONUSINCENTIVESYSTEMACOMPANYWITHTHEBESTQUARTERLYTEAMNAMEINTHEINCENTIVESYSTEM,PLUSTWOPOINTSFOREACHOFTHEBESTTITLES3,FSPAGEQUARTERLYCOMPREHENSIVEEVALUATIONSCORECALCULATIONFORMASSESSINGPROJECTWEIGHTSQUARTERLYFINALTHESCOREAFTERTHETESTISWEIGHTEDSALESPERFORMANCE70MARKETINGMANAGEMENT15MARKETDEVELOPMENT15PLUSQUARTERLYSYNTHESISASSESSMENTSCORESEXPLANATIONTHEWEIGHTEDSCORESTHEWEIGHTSOFEACHITEMSFINALSCOREEIGHT,QUARTERLYASSESSMENTINCENTIVEPOLICY1,MATERIALINCENTIVES11DEGREEASSESSMENTSCORESBY90POINTSSETASAREFERENCESETPERPERSONFORTHEUNITOFBONUSES,THENUMBEROFPERSONNELINTHESALESCOMPANYFORTHESERIESNUMBER,MORETHAN90POINTSPERCENTEACHPARTINCREASEDBONUS300YUAN,LESSTHAN90PERCENTPERPERSONREDUCED200YUANBONUS12SCORINGSYSTEM,THEFIRSTQUARTEROFTHESALESCOMPANY,ANADDITIONALREWARDOF1000YUANPERPERSONBONUSCALCULATIONFORMFORTHE13QUARTERSALESBRANCHQUARTERLYCONSOLIDATEDINNUMBEROFPEOPLETHESCOREISABOVETHEBASESCOREBONUSPERPERSON,QUARTERLYCOMPREHENSIVEEVALUATION,FIRSTPRIZE,QUARTERLYBONUSOFSALESBRANCHONEYUANYUAN90POINTSPERPERSONQUARTERLYBONUSBASEBEYONDBENCHMARKSCOREDEFICIENCYBENCHMARKEACHDEDUCTIONOFBONUSWILLBEISSUEDBYEACHPERSONQUARTERLYBONUSYUAN4500YUANYUANYUANEXPLAINBECAUSECOMPANYMECHANISMMAYBEINACCORDANCEWITHAFIXEDMONTHLYPAYROLLANDBONUSAMOUNT,ANDSALESCOMPANYFOREACHQUARTERINTHEFIRSTHALFOFTHEYEARWILLBETHEDIFFERENCEBETWEENTHEACTUALBONUSORBYTHEENDOFTHEREPLACEMENT,THEACTUALAMOUNTOFBONUSSALESCOMPANYACCORDINGTOTHEQUARTERLYBONUSCALCULATIONTABLETOUNDERSTANDTHECOMPANYSQUARTERLYTHETOTALBONUSINTHEFOURQUARTERWAS70OFTHETOTALANNUALBONUSTHEDISTRIBUTIONMECHANISMWITHINTHESALESBRANCHISALLOCATEDACCORDINGTOTHERESULTSOFTHEMONTHLYAPPRAISALOFTHEHUMANRESOURCESDEPARTMENT2,SPIRITUALINCENTIVEPOLICY21,FLOWINGREDFLAG,SPIRIT,INCENTIVEPOLICYMOBILEREDSPIRITAWARDISNOTFIXED,BUTASARECOGNITIONOFTHEWORKOFLASTQUARTER,ISSUEDTOOUTSTANDINGSALESTEAMFIRST,THEFLOATINGFLAGSDIVIDEDINTO“THEBESTQUARTERSALESTEAM“AND“BESTSALESPERFORMANCETEAM“AND“MARKETMANAGEMENTMODELTEAM“,“BESTCUSTOMERMAINTENANCETEAM“AND“THEBESTSALESTEAMCONSTRUCTIONUNIT“,“BESTMARKETINGTEAM“SIXMOBILEREDFLAGSECONDQUARTER,THEHIGHESTSCOREOFSALESBRANCH,WASAWARDED“QUARTERLYBESTSALESTEAM“MOBILEFLAGTHIRD,QUARTERLYSALESPERFORMANCEEVALUATIONSCORESHIGHESTBRANCH,WASAWARDED“QUARTERLYSALESPERFORMANCETEAM“MOBILEREDFLAGFOURTHQUARTERMARKETCHANNELMANAGEMENTOFTHEBESTBRANCH,AWARDEDTHE“MARKETNORMS,MANAGEMENTMODELTEAM“MOBILEREDFLAGFIFTH,EACHQUARTER,THEHIGHESTCUSTOMERSATISFACTION,ANDTHELARGESTNUMBEROFLOSSOFCUSTOMERSALESBRANCHWASAWARDEDTHE“BESTCUSTOMERMANAGEMENTTEAM“MOBILEFLAGSIXTH,QUARTERLYSALESTEAMBUILDING,THEBESTSALESCOMPANYWASAWARDEDTHE“BESTSALESTEAMCONSTRUCTIONUNIT“MOBILEFLAGSEVENTH,THEMARKETDEVELOPMENT,ASSESSMENTSCORESHIGHESTSALESBRANCHWASAWARDEDTHE“BESTMARKETDEVELOPMENTTEAM“MOBILEREDFLAGAWARDNINE,ANNUALASSESSMENT1,ANNUALASSESSMENTMETHODSTHEANNUALASSESSMENTOFTHESALESBRANCHANDQUARTERLYTWOPARTS,MAINLYQUARTERLYASSESSMENT,SUPPLEMENTEDBYANNUALASSESSMENTANNUALASSESSMENTSCORINGMETHODTHEANNUALASSESSMENTSCORETHESUMOFTHEQUARTERLYASSESSMENTSCORESTHISYEARTAKESIMPLESUMMATIONFORANNUALASSESSMENT,MAINLYFORTHEFOLLOWINGREASONSQUARTERASSESSMENTHASACOMPREHENSIVEASSESSMENTCOMPREHENSIVESALESCOMPANY,THEANNUALASSESSMENTISMAINLYINORDERTOBALANCETHEQUARTERLYASSESSMENTSCORESFLUCTUATIONS,ROBUSTSTYLEGUIDESALESCOMPANYTOACHIEVEANNUALSALESWORK,ALSOCANREDUCETHECOMPLEXITYOFASSESSMENT2,THEANNUALTOTALBONUSDISTRIBUTIONANDDISTRIBUTIONQUARTERLYBONUSESACCOUNTEDFOR70OFTHEANNUALTOTALBONUS,ANDTHEANNUALASSESSMENTBONUSACCOUNTEDFOR30OFTHETOTALANNUALBONUSTHECOMPANYWILLPAYACERTAINAMOUNTOFBONUSEVERYMONTHACCORDINGTOTHEFIXEDAMOUNT,ANDTHEBONUSWILLBEPAIDOUTATTHEENDOFHALFYEARORTHEEND3ANNUALTOTALBONUSLISTOFSALESCOMPANYTHEFIRSTQUARTERTOTALBONUSESHAVEBEENAWARDEDBONUSESREMAININGBONUSESSECONDQUARTERTHIRDQUARTERHALFAYEARFOURTHQUARTERANNUALASSESSMENTANNUALBONUS22ANNUALSPIRITUALINCENTIVEPOLICYFIRST,EACHYEAR,THETEAMWITHTHEHIGHESTTOTALSCOREONTHESALESPERFORMANCEISARRANGED,ANDTHEEXTERNALTRAININGISENCOURAGEDONCESECOND,EACHYEARTOGIVETHELARGESTNUMBEROFMOBILEREDFLAGTEAM,ARRANGEEXTERNALTRAININGONCETHIRD,THEANNUALEVALUATIONOFTHEHIGHESTSCOREOFTEAMARRANGEMENTSFOREXTERNALTRAININGFOURTH,THEABOVEWINNINGUNITS,IFRE