上海大众汽车斯柯达经销商营销奖励政策（2012年度）Skoda Dealer Sales Incentive Policy in Y2012上海大众汽车斯柯达（以下简称“斯柯达”）为了向用户提供最高品质的产品和服务，使斯柯达产品取得最大的市场机会，全面提高斯柯达品牌形象和良好声誉，同时为激励经销商获得合理且有吸引力的投资经营回报，特制定经销商营销奖励政策。
营销奖励政策包括：基本折扣、目标完成奖、销售服务满意度奖、售后服务满意度奖、市场推广奖、投资返利、分支机构支持、展厅形象维护奖、大型指路牌奖励、精英俱乐部等，具体奖励办法如下：SKODA especially set Dealer Sales Incentive Policy for the purpose of providing highest-quality products and services for the users, to win over largest market opportunities for SKODA products, enhance reputation in all aspects, and incent dealers by giving them the reasonable and attractive return.Skoda Dealer Sales Incentive Policy is composed of ：Margin, Sales Target Bonus, Sales Satisfaction Bonus, After-sales Satisfaction Bonus, Marketing Activity Bonus, Investment Kickback, Branch Support, Showroom Image Maintenance bonus, Big pylon bonus and Elite Club.The details are followed：一、基本折扣Margin1. 折扣额度：按照不含税经销商价格的4%折扣。
（其中：Octavia 1.6L Active车型按照不含税经销商价格的3.5%折扣，Fabia 1.4L Active车型按照不含税经销商价格的1.45%折扣。
）Discount：4% of dealer price (without VAT)( For Octavia 1.6L Active the discount is 3.5% of the dealer price (without VAT) and for Fabia 1.4L Active the discount is 1.45%.)2. 发放范围：所有从斯柯达进货的正常费率车辆。
Object：Normal discount car.3. 发放周期：开票时直接折扣。
Term：Direct discount.二、目标完成奖Sales Target BonusI.常规目标完成奖Normal sales target bonus1. 折扣额度：根据经销商零售目标完成比例、年零售目标，基于不含税经销商价格的不同比例发放折扣。
相关奖励系数，见下表：Discount：Different proportion of the dealer price (without VAT) according to the achievement ratio, yearly target amount and Superb target achievement ratio. The relevant coefficient as followed table:零售目标完成系数Target achievement coefficient经销商总量完成目标比例Achievement Ratio X零售目标完成系数Target achievement coefficient120%≤X 2.10%110%≤X＜120% 2.00%100%≤X＜110% 1.75%90%≤X＜100% 1.20%X＜90% 0%年目标奖励系数Yearly target coefficient年目标Yearly target<1200 1200≤Y<14001400≤Y<1600 1600≤Y<1800 1800≤Y<2000 ≥2000系数coefficient1 1.02 1.04 1.06 1.08 1.1目标完成奖= 不含税经销商价格× 零售目标完成系数× 年目标奖励系数Sales Target bonus = Dealer price w/o WAT ×Target achievement coefficient ×Yearly target coefficient2. 发放条件：Qualification：零售信息录入准确率≥90%；Veracity ratio of retail sales information record ≥90%;3. 发放范围：当季实现直销的正常费率车辆；Object：Normal discount retail sales car in evaluated period；4. 发放周期：季度。
Frequency：Quarterly.II.额外目标完成奖Additional sales target bonus1. 折扣额度Discount：Octavia 1.6L Active Fabia 1.4L Active折扣比例discount ratio 0.5% 2.55%基于不含税经销商价格Based on the dealer’s price without VAT2. 发放条件Qualification：1）明锐车型季度零售目标完成，且明锐Octavia 1.6L Active的占比不超过15%，则对Octavia 1.6L Active发放不含税经销商价格0.5%的奖励；Achieved Octavia quarter retail target, model mix percentage of Octavia 1.6L Active no more than 15%, Octavia 1.6 L Active cars can get 0.5% bonus;2）晶锐车型季度零售目标完成，且晶锐Fabia 1.4L Active的占比不超过50%，则对Fabia 1.4L Active发放不含税经销商价格2.55%的奖励；Achieved Fabia quarter retail target, model mix percentage of Fabia 1.4L Active no more than 50%, Fabia 1.4L Active cars can get 2.55% bonus;3. 发放范围：当季实现直销的正常费率车辆；Object：Normal discount retail sales car in evaluated period；4. 发放周期：季度。
Frequency：Quarterly.三、销售服务满意奖Sales satisfaction bonus1. 折扣：折扣上限为不含税经销商价格的0.8%；Discount：The upper limit is 0.8% of the dealer price (without VAT)；2. 奖励发放基本条件：1）销售满意度快速回访季度成功率必须≥85%，或者季度排名位于全国前80%。
Basic qualification criteria：Success rate of sales satisfaction quick survey should be no less than 85%, or ranked in top 80% national wide.2）在各类销售服务质量调查中无作假行为。
No cheating in sales satisfaction quality survey.3. 考核内容及权重Content and Proportion of Evaluation：考核项目Item权重Proportion销售服务满意度综合评分Sales Satisfaction Score销售满意度快速回访QSSS30% 销售服务质量调查SQS 20% 神秘顾客调查MS 20% 销售标准审核DSC 30%4. 具体折扣额度Discount Detail：销售服务满意度综合得分general sales Satisfaction score 奖励折扣DiscountA级（Level）X ≥Y 0.8%B级（Level）Y×95% ≤ X < Y0.6%B级（Level）Y×90% ≤ X < Y×95%0.4%B级（Level）X < Y×90% 0.0%X= 经销商销售服务度综合得分 X= dealer’s sales satisfaction aggregate scoreY= 所在RBO上一季度销售满意度综合得分均值Y= mean value of the RBO’s dealers sales satisfaction aggregate score of last quarter5. 发放范围：当季实现直销的正常费率车辆；Object：Normal discount retail sales car in evaluated period；6. 发放周期：季度发放（半年考核项目得分用于考核当季和考核期后一个季度，共两季度）。
Frequency：Quarterly. (The score of semiyearly item can be used in thequarter in and after the assessment, total two quarters).7. 为了帮助经销商提高销售满意度快速回访问卷调查回访成功率，对于在斯柯达车友汇分会经销商中申请加入斯柯达车友汇的个人用户，如该用户接受并完成销售满意度快速回访，将给予该用户10000分（价值100元）的车友汇总部积分。
To help dealers to increase the success rate of sales satisfaction quick survey, Skoda offer each successfully surveyed personal customer who has applied for My Skoda Club member 10,000 points (value RMB100 Yuan).8. 如在用户信息和满意度快速回访中发现某用户整体满意度低于6 分，400呼叫中心于第二天把用户信息反馈至经销商，经销商应及时采取措施跟进用户处理相关抱怨；400 呼叫中心将在2 周后再次回访该用户，如该用户抱怨未得到解决，且经确认为经销商自身原因造成，将给予该经销商5000元的处罚。