CONG TY TNHH CNI VI-'::TNAM

CHUONG TRINH TRA. THUONG(PRO-JV)

I. Dinh nghiaCV: Gia tr] tinhT~t ea cac san pharn diroc ban boi nha phan phoi se duoc quy thanh CV d€ xet cac di@u kien

v@dp bac va di@u kien huong hoa hong.

Khi tinh hoa hong: 1 cv duoc quy d6i thanh 22.500 VND.

QV: Gia tr] tieu chufinT~t ea cac san pham se duoc quy thanh QV va muc dich cua QV la d€ x€p hang nha phan

phoi cling nhu d€ xac dinh tieu chuan cua nha phan phoi d€ xep loai dp bac.

Mang 1U'0; bao tro'Mang luoi bao tro xuat hien mot each tu nhien khi ban bao tro khong qua 03 nha phan phoi

tuyen dum tnrc tiep.

Mang hroi bao tro d€ tinh to an Hoa hong Lanh dao va Hoa hong da cap.

Mang 1U'0; djnh viKhi ban bao trc nr nha phan phoi tuyen duoi tnrc tiep thir 4 tro len thi mang hroi dinh vi xuat

hien. Nham t6i da h6a thu nhap cua hoa hong hoat dong nh6m, ban eo the chon d€ di;it nha

phan phoi moi bat cir noi nao trong mang hroi cua ban a b~t ki dp d9 nao.

Nhom

Nh6m bao g6m nha phan phoi la tuyen duoi tnrc tiep cua nha phan phoi va toan b9 cac nha

phan phoi phia duoi cua tuyen duoi do.

Nhorn chia seDay la nh6m trong Mang hroi dinh vi voi khoi hrong ban hang Ion nhat, doanh thu nh6m nay

duce str dung d€ tinh hoa hong hoat dong nh6m.

Nhom hoa hangDay la nh6m hoac cac nh6m trong Mang hroi dinh vi voi doanh s6 ban hang thap hon so voi

Nh6m chia se. Doanh s6 ban hang cua cac nh6m nay se duoc Slr dung d€ tinh toan hoa hong

hoat dong Nh6m.

,Kern. theo GC,N dang ky hoat d6ngban hang da cap s6 O:l) IQLCr--GCN

slta dOi. bo sung lan thlJ~NgaYL2. thimgr(1 nam 201b 1

Vi du:

Nhorn B dat 8,OOOCYdoanhthu - nhorn hoa hong

Nhom A dat lO,OOOCYdoanh thu - nhom chia se

Nhorn C dat 6,OOOCYdoanh thu- nhom hoa hong

Khi Nha phan phoi phat sinh don hang trong ky tinh thuong, doanh s6 ea nhan cua nha phanph6i duce chia thanh 2 phan chinh:- Doanh sa nang dQng: la doanh s6 ea nhan cua Nha phan phoi d€ Nha phan phoi do dat dieukien hirong hoa hong bao trc NPP moi, hoa hong hoat dong nh6m, hoa hong lanh dao va hoahong doanh s6 ea nhanla doanh s6 d€ tinh hoa hong da dp. Khi Nha phan ph6i dat Doanh s6ea nhan hang thang la 20QV thi Nha phan phoi dat duce trang thai nang dong,- Doanh sa mua hang I~p di I~p lai: Doanh s6 con lai sau tri tnr di doanh s6 nang dong20QV va la doanh s6 d€ tinh hoa hong bao tro NPP moi, hoa hong hoat dong nh6m, hoa honglanh dao va hoa hong doanh s6 ea nhan.

Trang thai nang dQngMot nha phan phoi dn phai dat duce doanh s6 ban hang t6i thieu 20QV m6i thang d€ du dieukien nhan hoa hong. N€u khong nang dong:

1. NPP khong duce nhan b~t ky khoan hoa hong nao trong chuong trinh tra thuongnhung vfin eo loi ich ill chenh lech gia ban le va gia ban cho nha phan phoi khi bancac san pham trong danh muc san pham kinh doanh theo phuong thirc ban hang dacap.

2. U6i voi Hoa H6ng Nh6m: s6 CV ban hang phan dir cua nh6m chia se se duoc tinh laiill 0, khong du dieu kien nhan hoa hong va khong duoc tinh cho cac hoa hong trongchu trinh tiep theo.

Chu ky hoa hAng thang

La chu ky hoa hong diroc k€t toan diem vao cuoi m6i thang. Chu ky hoa hong thang ducedung d€ tinh Hoa hong doanh thu ea nhan va Hoa hong da dp.

Chu ky hoa hAng tu§nLa chu ky hoa hong diroc k€t toan diem vao cuoi m6i tuan, Chu ky hoa hong tuan duce dungd€ tinh Hoa hong bao trc nha phan ph6i moi, Hoa hong hoat dong nh6m va Hoa hong lanhdao.

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11. Trang thai nha phan ph6i

Nha phan phoi cua cong ty duoc chia lam 05 trang thai sau:- Nha phan ph6i thanh vien- Nha phan phoi BC;lC- Nha phan phoi Vang- Nha phan ph6i Kim Cuong- Nha phan phoi BC;lChKim

1. Nha phan phoi thanh vien la nha phan phdi moi tham gia vao CNI Viet Nam, doanhthu ea nhan clnra tich lily diroc 50QV.

2. Nha phan ph6i BC;lCla nha phan phoi c6 doanh thu ea nhan tich lily diroc 50QV3. Nha phan phoi Vang la Nha phan phci BC;lCtich lily duoc them 50QV trong thang k~

tiep k~ tir thang dat dp bac Nha phan phoi BC;lC.N~u trong thang k~ tiep Nha phanphdi khong dat duoc doanh thu b6 sung thi 50QV tnroc day se khong duce tinh mra.Nha phan phoi Bac luc nay phai tich liiy them 1OOQVd~ tro thanh Nha Phan Ph6iVang (thoi gian tich liiy khong gioi han),

4. Nha phan phoi Kim Cuong la nha phan ph6i Vang tich lily them duoc 300QV trongthang k~ ti~p k~ nr thang dat dp b~c Nha phan phoi Vang. N~u trong thang k~ ti~pNha phan phoi khong dat duce doanh thu b6 sung thi 100QV tnroc day se khongduoc tinh ntra. Nha phan phoi Vang Iuc nay phai tich lily them 400 QV d~ tro thanhNha Phan Ph6i Kim Cuong (thoi gian tich liiy khong gioi han),

5. Nha phan ph6i Bach Kim la nha phan phci Kim Cuong tich lily them diroc 400QVtrong thang k~ ti~p k~ tu thang dat dp bac nha phan ph6i Kim cuong, N~u trongthang k~ ti~p Nha phan ph6i khong dat duce doanh thu b6 sung thi 400 QV tnrocday se khong duoc tinh ntra. Nha phan phci Kim Cuong luc nay phai tich lily them800QV d~ tro thanh Nha Phan Ph6i Bach Kim (thoi gian tich lily khong gioi han).

Ill. cfip Bac Uinh Dao

Chuong trinh tra thuong cua Cong ty bao g6m cac dp bac sauM Quan lyEM Quan ly di~u hanhSM Quan ly dp caoD Giam d6cSD Giam d6c StarCD Giam d6c Crown

1. Quan ly (M) la nha phan phoi c6 t6i thieu 02 nh6m tuyen duoi true ti~p va dat duoctong cong hoa hong nh6m it nhat 100 CV/tuan. Khong c6 dieu kien gi danh cho tuyen diroi

nay.

1J1;--...1

c:::::

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*Khi dat aiJu kien tc5ithieu vJ hoa hong hoat dong nh6m nhu: tren thi Nha phdn phdi dat cdpbdc Quan ly. Niu khong dat duce aiJu kien tc5ithidu thi Nha phdn phoi chi nhdn duac hoahong nh6m, khong duac xet cap bdc va hoa hong liinh dao.2. Quan ly di~u hanh (EM) la nha phan phoi da c6 t6i thieu 02 nguoi quan ly tuyen duoitnrc tiep hoac gian tiep ill cac nh6m khac nhau.3. Quan ly c~p can (SM) la nha phan ph6i da c6 t6i thieu 02 nguoi quan Iy dieu hanhtuyen duoi tnrc ti~p hoac gian ti~p ill cac nh6m khac nhau.4. Giarn d6c (D) la nha phan ph6i da c6 t6i thieu 03 quan Iy dp can tuyen duoi tl1JCti~phoac gian ti~p ill cac nh6m khac nhau.5. Giam d6c Star(SD) la nha phan ph6i da c6 t6i thieu 03 Giam d6c tuyen duoi tnrc ti~phoac gian ti~p ill cac nh6m khac nhau6. Giam d6c Crown (CD) la mot nha phan phoi da c6 t6i thieu 03 Giam d6c Star tuyenduoi tnrc tiep hoac gian tiep tu cac nh6m khac nhau.

IV. Hoa hang & Cac ITU diiiHoa hong nha phan phoi duce chia theo chu ky theo tuan va theo thang nhtr sau:Hoa h6ng twin:1) Hoa hong bao tro nha phjtn ph6i moi 20%2) Hoa hong hoat dong nh6m 3% - 6%3) Hoa hong lanh dao 4% - 49%Hoa h6ng thang:4) Hoa hong doanh thu ea nhan 20%5) Hoa hong da c~p 7% - 49%

Nha phan phoi da c6 doanh thu nhimg chtra dat trang thai nang dong thi chi diroc hirongchenh lech ban le (khong tinh vao tong mire hoa hong), la phan chenh lech gifra gia nha phanphoi mua ill Cong ty voi gia ma nha phan phoi ban cho khach hang.Sau thoi han 01 thang, mot nha phan ph6i dn dat duce 20QV d~ eo diroc trang thai nangdong lam di~u kien cho viec nhan t~t ea cac hoa hong nhir sau:

eN

--.J

1. Hoa hang bao tro' nha phan ph6i mo'i (NMSB): 20%Nha phan phoi diroc huong 20% tren doanh s6 ban hang tinh theo CV trong chu ky hoa hongd~u tien cua nhfrng Nha phan phoi do Nha phan phdi do bao tro tnrc tiep.

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Vi du:U la nha phan phoi Bac, trong 01 Chu ky hoa h6ng U ban tro cho 05 nha phan ph6i voi doanhthu cua tirng nha phan phdi trong chu ky do nhir duoi day thi Hoa hong ban tro nha phan ph6imoi cua U duoctinh nhir sau:

4

(0~y~80G

50CV 100CV 400CV 50CV 800CV

A: 50CV x 20% = 10CV

B: 100CV x 20% =20CV

C: 400CV x 20% = 80CV

D: 50CV x 20% = 10CV

E: 800CV x 20% = l60CV

T6ng cong 1,400CV x 20% = 280CV

Hoa hong bao tro nha phan phoi moi cua U:= 280CV x 22,500 = 6,300,000 VNI>

2. Hoa hAng hoat dong nhom (GPB): 3% -6%

"!·0

NH\

C:1(Chu kl hoa h6ng theo tu~n dua tren doanh thu nha phan ph6i trong mang lu6'i dinh vi)

NPP se du dieu kien d~ nhan hoa hong hoat dong nh6m (GPB) dua tren doanh thu CV 3nh6m tuyen duoi g6m 2 nh6m hoa hong va 1 nh6m chia se theo dinh nghia va each tinh sau:

~I

Hai nh6m c6 doanh s6 thap hon nh6m con lai duce goi la nh6m hoa hong. Tuy vaotrang thai nha phan phoi nhu Vang, Bac, Kim Cuong hay Bach Kim, nha phan phoiduce hirong hoa hong tu 3% - 6% nhan voi doanh s6 nh6m. Nh6m thap nhat se duocnhan doi (nham khuyen khich nha phan phci thuc dfiy mang hroi hoat d9ng cua nh6mc6 doanh s6 thap nhat so voi cac nh6m con lai)

Nh6m c6 doanh s6 cao nhat con duoc goi la nh6m chia se. Tuy vao trang thai nha phanphdi nhu Vang, Bac, Kim Cuong hay Bach Kim, nha phan phoi duoc hirong hoa h6ngill 3%-6% nhan voi doanh s6 nh6m.

Trang thai nha phan phoi quyet dinh ty l~ phan tram hoa hong hoat dong nh6m va mire t6i dahoa hong hoat dong nh6m ma m6i nha phan phoi nhan duoc, theo bang sau:

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Tr,ngthiinhiph§n Di@uki~n Ty l~ phiin tram T6i da hoa hang hoat dQngph6i nang dQng hoa hang hoat nhorn rn6i NPP nh~n dtrQ'c

rn6i thing dQng nhom (GPB)

Nha phan phoi Bach 20QV6% 10,000CV*

Kim

Nha phan phoi Kim 20QV5% 5,000CV*

Cuong

Nha phan phoi Vang 20QV 4% 2,000CV*

Nha phan phoi Bac 20QV 3% 600CV*

Cach tinh hoa hong hoat dong nh6m nhir sau:Doanh thu cua nh6m hoa hong c6 doanh thu cao hon se duoc dung lam doanh thu chuan.Doanh thu cua nh6m hoa hong nho nhat se duce nhan 2 nhjim khuyen khich nha phan phoithuc dfry mang hroi hoat dong cua nh6m c6 doanh s6 thap nhat so voi cac nh6m con lai.Phan chenh lech gitra doanh thu cua nh6m chia se va doanh thu cua nh6m hoa hong chuan seduoc cong don vao ky tinh hoa hong ti€p theo. Tuy nhien neu trong vong 4 tuan ma Nha phanphoi v~n khong dat diroc trang thai hoat dong thi toan bQ CV nay se tro v~ 0 va khong ducetinh cho bftt ki hoa hong nao.

I NPP Kim CU'O'ng Ic

-)

=

horn A dat lO,OOOCVdoanh thu - nh6rn chia se

Nh6m B dat 8,OOOCVdoanhthu - nh6rn hoa hong

Nh6m C dat 6,OOOCVdoanh thu- nh6m hoa hong

Dtra tren hoat dong doanh thu ban hang nh6m neu tren, nh6m A c6 doanh thu cao nhat ducecoi la nh6m chia se, nh6m B va nh6m C voi doanh thu thap hon se tro thanh nh6m hoa hong.Trong do, Nhom B c6 doanh thu cao hon nen doanh thu 8000 CV duce dung lam doanh thu

chuan.GPB diroc tinh theo cong thirc sau:

I...;;;.J

Nb6m Chia se ANhorn Hoa H6ng BNhom Hoa H6ng CTAng cQng

8,000 CV x 5% = 400 CV8,000 CV x 5% = 400 CV6,000 CV x 5% x 2 = 300 CV x 2 = 600CV

--------------------------------1,400CV x 22,500 = 31,500,000 VND

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Nh6m Chia se A con lai s6 du 2000 CV theo each tinh: A - B = 10,000 - 8,000 = 2,000 CV,se cong d6n vac doanh thu cua Nh6m A cho chu ky hoa h6ng tuan k€ tiep.

Vi du:GPB % chi dU'Q'ctni dua tren doanh s6 nhorn nhu sau:

U c6 3 nh6m tuyen duoi A, B, C.A, B, C m6i nguoi c6 3 tuyen diroi l~n hrot dat doanh s6 CV trong ky tinh hoa hong nhirtrong hinh.A, B, C, U d@udat trang thai NPP Bach kim va d@udat di@ukien nang dong 20QV trong kytinh hoa hong.

Hoa hang hoat dQng nhom cua A la:Nh6m Chia se 56,000 CV x 6% = 3,360 CVNh6m Hoa H6ng 56,000 CV x 6% = 3,360 CVNh6m Hoa H6ng 50,000 CV x 6% x 2 = 3,000 CV x 2 = 6,000 CVTAng cQng 12,720 CVTuy nhien, mire t6i da hoa hang hoat dQng nhom NPP Bach kirn dU'Q'cnhan la 10,000CV nen A chi dU'Q'cnh~n 10,000 CV.TU'O'ngt'!, B va C cling nh~n dutrc mire hoa hang hoat dQng nhom t6i da la 10,000 CV.Hoa hang hoat dQng nhorn cua U tinh nhu sau:Doanh thu Nhorn tuy~n durri A la 60,000 CV + 56,000 CV + 50,000 CV + Doanh thunang dQng cua A 20QV (~50CV) = 166,050 CVTuong nr Doanh thu nh6m tuyen duoi B, C la 166,050 CVHoa hang hoat dQng nhom cua U la:Nh6m A 166,050 CV x 6% = 9,963 CVNh6m B 166,050 CV x 6% = 9,963 CVNh6m C 166,050 CV x 6% x 2 = 19,926 CVT6ng cong 39,852 CV

Tuy nhien, mire t6i da hoa hang hoat dQng nhom NPP Bach kirn dU'Q'cnh~n la 10,000CV nen U chi dU'Q'cnh~n 10,000 CV.

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3. Hoa hang Hinh dao (LB): tir 14% d~n 49%Hoa h6ng nay duoc tinh dua tren dp bac lanh dao cua nha phan phoi va hoa hong hoat dong

nh6m cua cac nha phan phoi dp duoi.

Dieu kien 1: Khi nha phan ph6i dat hoa hong nh6m 1OOCV/tu frn, nha phan phoi b~t dfru c6

dp bac lanh dao thap nhat la Quan Iy CM). Di~u kien 2: sau khi dap ung duoc di~u kien 1 thi

nha phan phoi tuyen diroi cua nha phan phoi dang duce xet hoa hong phai dat duoc di~u kien

theo nhu bang duoi day.

Va my vao s6 luong va sa d6 cua dp duoi dat di~u kien trong mang luoi dinh V! d€ xet s6

tang va ti l~ hoa hong lanh dao cua cap tren:

Danh hi~u nha

lanh daoQuan Iy

MQuan Iy Quan Iy Giam d6c Giam d6c Giam d6c

di~u hanh cap cao D Star CrownEM SM SD CD

-.JYeu cfru mang Iuoi

d6i voi nha phan

phoi dang xet danh

hieu: it nhat c6 1

nh6m chia se va 1

nh6m hoa hong

Hoa hongnhom

looCV/tudn

M

14%

KhiNPPco 2 tuyenduoi MO-

cdc nhomkhdc nhau

2M19%

KhiNPPeo 2 tuyendueriEM

2EM25%

KhiNPPeo 3 tuyenduoi SM

3SM32%

KhiNPPco 3 tuyen

duai D

3D40%

Khi NPP co3 tuyenduoi SD

3SD49%

cfip 1 10%

Cap 3

cfip 2 4%

10%

5%

4%

10%

6%

5%

10%

7% 8%

6% 7%

10% 10%

9%

10,000CV

4%

15,000CV

5% 6%

4% 5%

20,000 CV 30,000 CV

cfip 7

Muc hoa hang 10,000 CVlanh dao t6i da 1

NPP dU'Q'chuong

cfip 4

Cap 5

Cap 6

8

C~p 1

C~p 2

C~p 3

M: la dieu kien dat dp bac lanh dao thap nhat (duce dinh nghia tai muc III- Cap bac lanh

dao)C~p 1: la nhtrng nha phan phoi dat trang thai hoat dong ma ban tI1JCtiep bao tro.Cap 2: la nhtrng nha phan ph6i dat trang thai hoat dQng do nhtrng nha phan phdi a dp 1 tI1JC

tiep bao tro.C~p 3: la nhtrng nha phan phoi dat trang thai hoat dong do nhtrng nha phan ph6i a c~p 2 trueti~p bao tro.Cac dp tiep theo xac dinh theo nguyen tac tuong tu.D6i voi dp bac Quan ly eo 2 dp duoi tI1Jc ti~p dat di@ukien dang hoat dong thi t6i da hoahong Ianh dao nhan duoc la 14%D6i voi dp bac Quan ly di@uhanh eo 3 cap duoi tI1JCti~p dat dieu kien dang hoat dong thit6i da hoa hong lanh dao nhan duce la 19%D6i voi dp bac Quan ly dp cao eo 4 c~p duoi true tiep dat dieu kien dang hoat dongthi t6ida hoa hong lanh dao nhan duoc la 25 %D6i voi dp b~c Giam d6c eo 5 dp duoi tI1JCti~p dat di@ukien dang hoat dong thi t6i da hoahong lanh dao nhan dtroc la 32%D6i voi dp bac Giam d6c Star eo 6 dp duoi tI1JCti~p dat di@ukien dang heat dong thi t6i dahoa hong lanh dao nhan duoc la 40%D6i voi dp bac Giam d6c Crown eo 7 dp duoi tI1JCtiep dat di@ukien dang hoat dongthl t6ida hoa hong lanh dao nhan duoc la 49%

• Cach tinh hoa hong lanh dao dua tren hoa hong hoat dong nh6m (OPB) cua tuyenduoi, do do su lanh dao cua ban trong viec huan luyen tuyen duoi la r~t quan trong dedam bao rang ho dQCl~p va eo the eo hoa hong hoat dong nh6m (OPB).

• Nha Phan Ph6i tuyen tren phai bao tro s6 nha phan ph6i tuong dirong voi s6 cap ma

ho duce huong.

i

U

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Vi du:A la dp quan ly di~u hanh va bao tro tren 3 nha phan phoi tuyen duoi va hoi du di~u kien d~nhan hoa hong lanh daoB, C, D, E, F va G la dp quan ly, thuoc tuyen duoi cua A voi hoa hong hoat dong nh6m GPBm6i nh6m dat 1,OOOCV/ tuan.

B eo 02 nh6m tuyen diroi la E va K, trong do E la nh6m chia se, K la nh6m hoa hong.A thoa man dieu kien GPB va eo 03 nha phan phoi dp quan ly tuyen duoi la B, C & D. Dodo, A se duce huong hoa hong lanh dao den dp bac thir 03.

Hoa hang lanh dao cua A (dp quan Iy di~u hanh):C~p 1: 1,000CVC~p 2: 1,000CVCap 3: 1,000CV

x3(B,C,D) x10%=x 1 (E, K) x 5 % =x 1 (F) x 4 %=

300CV100CV

40CV

TAng cQng = 440CV x 22,500 = 9,900,000VNDA khong duoc huong hoa hong lanh dao cua G boi vi G nam 6 C~p 4.

Hoa hang lanh dao cua B (dp quan Iy)

C~p 2: 1,000CV x 1 (E, K) x 10 % =C~p 3: 1,000CV x 1 (F) x 4 %=

200CV40CV

TAng cQng = 240CV x 22,500 = 5,400,000VNDB khong duce huong hoa hong lanh dao cua G boi vi G nam 6 Cap 3.

4. Hoa hang ca nhan (PSB) - 20%Khi mua/ban hang bang ma s6 ea nhan cua minh, nha phan phoi diroc hirong 20% hoa hongdoanh s6 ea nhan tren doanh s6 do. Tuy nhien, doanh s6 trong l~n mua hang d~u tien se duoctinh cho hoa hong bao tro nha phan phoi moi.

Vi du:A mua l~p lai 30CV trong 1 chu ky hoa hong, do do, A se nhan duoc 20% cua hoa hong eanhan (PSB) = 30CV x 20% x 22,500 = 135,000VNDA dat doanh s6 la 30CV trong 1 chu ky hoa hong, do do, A se nhan duoc 20% cua doanh s6ea nhan= 30CV x 20% x 22,500 = 135,000VND

.( t-=5. Hoa hang da dp (ULB) 49%

Trang thai nang dong 20QV cua cac tuyen duoi bao tro tI1JCtiep duce dung d~ tinh hoa hongda cap. Nha phan phoi eo bao nhieu nha phan phoi tuyen duoi tI1JCtiep dat di~u kien nangdong 20QV thi nha phan ph6i do duce hirong hoa h6ng da dp den bay nhieu dp bac. Ngoaira, trong ky tinh hoa hong, ban than nha phan phdi cling phai dat dieu kien nang dong 20QV.

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Vi du: ban bao tro 4 tuyen duoi true tiep, ban va & tftt ea 04 tuyen diroi tnrc tiep d€u eo20QV dat trang thai "nang dong", ban duoc huong 04 dp bac trong hoa hong da dp.Hoa hong da dp duce tinh dua tren 20QV nang dOng cua NPP tuyen duoi nhan voi 7% vathee gioi han nhir bang sau:

20QV"Trang

thai hoat1 2 3 4 5 6 7&>

d(>ng'tuyendurri

Cftp 1 7% 7% 7% 7% 7% 7% 7%

Cftp 2 7% 7% 7% 7% 7% 7%

Cftp 3 7% 7% 7% 7% 7%

Cap 4 7% 7% 7% 7%

Cftp 5 7% 7% 7%

Cftp 6 7% 7%

C~p 7 7%)

I Cap 1 cua A

I Cap 2 cua A

I Cap 3 cua A

Cap 4 cua A

Cap 1 cua F11

- - -------

da tal cap oac U).

F bao tro 02 tuyen duoi tI1Jcti~p la G, H, do do, F se nhan duce hoa hong da ccipt6i da toiccipbac 02.

Hoa h6ng da ccip cua A:C~p 1: 30CV x 3 (B, C, D) x 7% = 6.3CVCap 2: 30CV x 1 (E) x 7% = 2.1CVCap 3: 30CV x 1 (F) x 7% = 2.1CVCap 4: 30CV x 2 (G,H) x 7% = 4.2CVT6ng cQng = 14.7 CVx22,500= 330750 VND

Hoa h6ng da ccip cua F:

C~p 1: 30CV x 2 (G,H) x 7% = 4.2CVT6ng cQng = 4.2 CVx22,500= 94,500 VND

Chuong trinh tra thuong diroc Cong ty xay dung nham nrong thuong t6i da cho n6 lire cuaha phan phoi. Tuy nhien, trong tnrong hop dn thiet, Cong ty eo th~ thay d6i tY l~ hoa hong

quy dinh tai Chuong trinh tra thuong nay hoac gia tri f}i~m tlnrong cua san pham tai Danhmuc hang h6a kinh doanh theo phuong thirc da ccip d~ dam bao tong tri gia hoa hong, tienthtrong va cac loi ich kinh t~ khac tra cho Nha phan phoi trong mot narn quy d6i thanh ti~n ~khon~ virot qua 40% doanh thu ban hang da cciptrong nam do cua Cong ty, tuan thu quy dinh ) ~tai dieu 27 Nghi dinh 42120 14/Nf}-CP. *

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Trong twang hop, trong thang tinh thuong, gia tri hoa hong tu Hoa hong bao tro NPP moi,Hoa hong hoat dong nh6m, Hoa hong lanh dao va Hoa hong doanh s6 ea nhan vuot qua 40%doanh thu lap di l~p lai cua thang tinh thuong do, Cong ty se di~u chinh ty l~ d6i voi hoahong thuc t~ chi tra d6i voi rung nha phan phoi, H~ s6 dieu chinh hoa hong (M s6 K) duoctinh dua tren cong thirc nhu sau: ~

.):,'1<r.'L Doanii thu tnr&c time (VNEl) ~.

1. 400l .« ~. 10 X 1.: Hoa hBnil tTlraG thull (VND) ~ ;

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Trang thai C§p b~cs6 v] trf Doanh s6

Doanh s6 h~ Doanh s6 nhom Hoa hangGi6'i han theo Th1!c tra Thuc tra theo

NPP lanh dao trong h~ ea nhanth6ng (CV) (CV) nhom (CV) quy djnh tung vj tri

h~ th6ng (CV)th6n2 (CV) (CV) (CV)

TfuIg 1 Bach kim CD 1 0 0 911,250 72,900 10,000 10,000 10,000T~ng2 Bach kim CD 3 0 0 303,750 24,300 10,000 10,000 30,000TfuIg3 B~ch kim SD 9 0 0 101,250 8,100 10,000 8,100 72,900TfuIg4 Bach kim D 27 0 0 33,750 2,700 10,000 2,700 72,900TfuIg5 B~ch kim SM 81 0 0 11,250 900 10,000 900 72,900T~ng 6 Bach kim EM 243 0 0 3,750 300 10,000 300 72,900T~ng7 Bach kim M 729 1,250 911,250 1,250 100 10,000 100 72,900TfuIg8 NPP 2187

? r r .. -Tong doanh so h~ thong (CV) 911,250 Tong hoa hong nhom (CV)

Hoa hang nhom (%)404,500

44.39%

CONG TY TNHH CNl VIET NAM~\\)A300236'~~

(Dinh kem Chuong trinh tra thuong cua C6ng ty TNHH CN] Vier Nam) (/,~:{'/, CON.G T.Y, '1', :; TRACH NHI~MHUUH~N 1~

1*' CNI,*" HoaH6ng ~i\VI~T N~AMhl"Trang Thai NPP .A'A A A ~;~~

& CA BA Dieu KI~n Doanh So , Da cap , '-?:p H6C~ap ac (% doanh so QV nang oQng* cua NPP tuyen dU'01lr,n; llep)

Thanh ,~ Mua 1 sana vien nlhA b>- h',- ~Jam ~~ -

Bac . _ Doa~ s6 r

(S'I') TICh luy 50QV (mua hang) tree1 ver tinh 80CV

v, B' h 1- he Doanh s6ang ac tic uy t em ,.T Thai (G Id) 50QV (mua hang) troc

rang ai 0 tinh 160~V 49%

K' C V" h 1- he Doanh soim irong ang tIC uy t em ( hangj uc, mua ang uac(DIamond) 300QV tinh 640CV

B h K' K' C . h 1- Doanh s6ac un un trong tic uy ( hangj uc,~ mua ang uac

(Platinum) them 400QV tinh 1,280CV

T6NGCONGT~LtHOA •H6NG THEO CV TOI DA 49%

T6NGCONGT~LtHOA •H6NG THEO DOAN'H THU TOI DA 37.00%

Chu thich:* nang dong: la trang thai nang dong cua met nha phan ph6i, mot NPP can dat duoc doanh s6 ban hang t6i thieu 20QV m6i thang d€ duce coi la danghoat dong va du di€u kien nhan hoa hong.

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LUll}':- Gia tri CV tinh thuong = 22.500 VND- Gia tri CV tinh theo gia san pham la ill: 32.160 VND d~n 50.000 VND--> Ti l~ quy d6i gia tri tinh thee CV/doanh thu tnroc thu~ GTTT: ill 49,5% - 75,5%

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CONG TY TNHH CNI VIST NAM

Trang Thai NPP& C§p B~c

f)i~u Ki~nHoa H6ng

Bao tro' NPPrn6i

Hoa H6ng hoat dQngNhom

Hoa H6ngLanh Dao

Hoa H6ngDoanh S6 ea nhan

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Ghi chu

(% doanh s6 CVd6i v6'i don hangdftu tien cua NPPtuy~n du'6'i true

ti~p)

(huong % doanh ~61 (hurrng % hoa h6ngCV cua nhom tuyen hoat dQng Nhorn CV)

duui) .

(hurmg % trendoanh s6 CV eanhan ciia NPP

nhung khong baog6rn don hang dftutien cua NPP do)

Thanh vien

Ky hop d6ng thamgia ban hang da dp,da tham gia Chuongtrinh dao tao CO' ban,duoc dp clnrng chihoan thanh dao taoCO' ban va the thanh

vien.

Mua hanggia NPP theoDanh muc sanpham kinh doanhtheo phuong tlnrcban hang da cap.Tich IGy doanh s6d€ nang dp trangthai NPP va c~pbac lanh dao.

Trang ThaiNPP B~c

(Silver)Tfch lfiy 50QV

Vang(Gold)

Kim Cuong(Diamond)

Bac tich IGy them50QV

Vang tich lily them300QV

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Bl;tch Kim Kim Cirong tich lily 6%(Platinum) them 400QV

NPP eo t6i thieu 02nh6m tuyen duoitnrc tiep va dat duce

Quan Ly t6ng cong hoa hong 10% - 14%(M) nh6m it nhilt 100

CV /tufin. Khong c6dieu kien gi danhcho tuyen duoi nay.

la nha phan ph6i dl:leo t6i thieu 02 nguoi

Quan Ly Dieu Hanh quan Iy tuyen diroi 10%-19%(EM) tnrc tiep hoac gian

ti€p ill cac nhomkhac nhau

la nha phan ph6i dl:leo t6i thi€u 02 nguoi

Quan Ly clip Cao quan Iy di€u hanh 10% - 25%(SM) tuyen dum tnrc tiep

hoac gian ti€p ill cacnhom khac nhau

la nha phan ph6i dl:leo t6i thieu 03 quan

Giam D6c Iy clip cao tuyen 10%-32%(Director) diroi tnrc ti€p hoac

gian tiep ill cacnhom khac nhau

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- Trong truong hQ'P t6ng tr] gia hoa hang, ti@n thurrng va cac lQi ich kinh t@khac tra cho nha phan ph6i trong thang quy d6i thanh ti@nvuot qua 40% doanh thu banhang da dip cua thang do, Cong ty se ap dung h~ s6 K d6i vo'i hoa hang thuc t@chi tra

I Doanh. tbu tnl'&c thue (VND)k = 40% x -=----...,-------.,-...::--.....:...I Hoa hong tnr&c thue (VND)

Ngoai cac khoan hoa hong, tiSn thuong chi tra theo Chirong trlnh tra thirong nay, hang nam, C6ng ty c6 the thuc hien cac Chuong trlnh khuyen mai danh cho nha phan ph6ide t6i da h6a quyen 19i cua nha phan phoi. Trong tnrong hop din thiet, C6ng ty se thay d6i tY 1~hoa h6ng quy dinh tai Chirong trlnh tra thuong nay de dam bao t6ng gia trihoa hong, tien thuong va cac 19i Ich kinh t€ khac cho cac Nha phan phdi trong mot nam quy d6i thanh tien kh6ng vuot qua 40% doanh thu ban hang da dp trong nam d6~ctiaC6ng ty, tuan thu quy dinh tai DiSu 27 Nghi dinh 42/2014/ND-CP. .~

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