SALES AGENTS RECRUITMENT POLICY AND COMMISSION PROCEDURE

"I listen and I forget, I see and remember, I experience and I understand" - a Chinese proverb

July 01, 2012

TO                    :           ALL SALES AGENTS / AGENCIES / OFFICE SALES COUNSELOR

SUBJECT           :           SALES AGENTS RECRUITMENT POLICY AND COMMISSION PROCEDURE

A. OBJECTIVES:

1. To protect the sales agents – Office Sales Counselor (OSC) and Agencies.
2. To increase sales and to achieve sales target.
3. To support the organization’s ability to acquire, retain and develop the best marketing talents, skilled and well-trained agents and to create pool of agents/ agencies that will help achieve HGMP’s sales objectives.
4. Increase the effectiveness of various recruiting strategies, techniques and marketing tools provided to Sales and Marketing Team.

B. APPLICANTS QUALIFICATIONS

·         Must be at least 20 years old and above;

·         Selling / marketing ability or potentials;

·         Willing to be trained and attend meetings;

·         Instant – Buyer can become an agent provided:

1.       He/she voluntarily apply;

2.       His/her lot purchased would not be subject for his/ her own commission;

3.       His/her first two (2) lots must be paid for a Referral Fee;  On his/her third lot he/she will be entitled to 7% Commission Rate;

4.       Must undergo the Agents Recruitment Procedure and Orientation.

5.       Person of probity and integrity.

C. APPLICANTS DISQUALIFICATIONS

·         Involved in defalcation cases;

·         Working with competitor;

·         With unpleasant relationship/ disputes with office staff and customers;

·         Controllers of HGMP and JV Partner

D. DOCUMENTARY REQUIREMENTS

1.       Bio-Data or Curriculum Vitae

2.       Broker’s License/Agents License

3.       Agents Application Form

4.       Certificate of Orientation

5.       Authority to Sell

6.       Tax Identification Number (TIN)

E. RECRUITMENT POLICY

1.       Sales Agents Buyer is not allowed.

2.       We will give a referral fee of Php 500.00 up to two (2) referrals.

3.       He will become an Office Sales Counselor by default upon:

1.       At least two (2) referrals

2.       That he has been fully trained, given proper seminar and selling skills upon which he shall be given the Authority to Sell.

3.       Old and existing OSC will be in the same commission rate and title;

4.       Agents that have applied directly to the office will be under the Office Sales Counselor;

5.       Employees that have been separated from the company may become an agent provided she will apply as Office Sales Counselor or Sales Agent under an Agency and provided that he/she will undergo the required standard procedure for agent recruitment.

6.       Former employees of Holy Gardens Memorial Park employee - applicant who wants to be an agent are encouraged applying under Office Sales Counselor (OSC).  Resigned employees are also encouraged to become OSC/ Agents). Provided, that there is permission from Holy Gardens Memorial Park management particularly by the Marketing Head or the SMD.

7.       Resigned/ Dismissed/ End of Contract for a cause may not be accepted as sales agent. Also, accounts that have been reported as prospects beyond six (6) months prior to his resignation/ dismissal/ end of contract is not entitled to a commission without consent of the HGMP management through the SMD.

8.       Agent Recruitment by Sales Agency must observe the following:

1.       There is No Employee-Employer Relationship between HGMP and the agency/ agents.

2.       The agent shall be entitled to a seven (7) % starting commission. It shall increase in due time that the policy in recruitment can be established if:

3.       The leading agent has 5 or more agents.

4.       The sales performance of the leading agent is three (3) or more per month.

5.       OSC can become agents upon permission of HGMP management.

6.       Agents are not allowed to sell within office premises. He/she shall not stay whole day in the office entertaining walk-in inquiries;

7.       Agencies can recruit agents/ buyer-agents within office premises upon permission of the HGMP management.

8.       Must observe the Sales Agents Policy; and must follow the Sales and Sales Commission Policy;

9.       Must submit prospect list to the CMO/ACMO/OIC/AGENCY (This is to prevent disagreement/confusion in recognition of each prospects).

10.   All Sales Agents (under Agency) as well as Office Sales Counselor is required to submit their Prospect List to their Agency or CMO/ACMO/OIC in case of Office Sales Counselor.

11.   The agency can communicate :

·         Product Knowledge

·         Sales Techniques

·         Sales Strategies

12.   Sales agents shall be scheduled for tenting at HGMP entrance at least two (2) days a week.

13.   The sales agents shall be responsible for meals/ merienda, travel, and other expenses incurred during the sales process.

14.   There will be two (2) ranks. 

    

TITLE	CUMULATIVE SALES	CUMULATIVE RECRUITS
Sales Director	800,000.00	5 Sales Consultant
Sales Consultant	300,000.00

                                F. REQUIREMENT TO BE AN AGENT OF GOOD STANDING:

1. Attendee of Sales Meeting;

2. Sale of per month;

3. Complying to tenting schedule

           

                    AGENT OF NOT GOOD STANDING:

1.  Not complying with #3 requirement;

2.  Double claim of commission;

3.  Quarrelling with co-agents, office staff and customers and communicating in defamatory manner;

           

                                   *** Non-compliance means withdrawal of the issued Letter of       
                                   Authority to Sell; Start again at zero.

           

                                 G. Issuance of Identification Card (ID) and Authority to Sell

                          1.       New agents who have provided at least two (2) referrals and has  
                             been fully trained, given proper seminar and selling skills upon which 
                             he shall be given the Authority to Sell.

                         2.      Sales of five (5) or more during the period shall entitle the agent for 
                               the following:

    §  Identification Card (ID);

    §  Calling Cards;

    §  Brochure;

    §  Authority to Sell

                               H. PAYMENT OF COMMISSION:

                      1.        Commission is paid to DULY ACCREDITED SALES AGENT/OSC who has  
                             been:

               1.       Duly Oriented;

               2.       Has not been absent more than 3x in Sales Meeting;

               3.       Has sold at least 3 lots during the semester.

               (Instant Buyer – Agent is not allowed to have commissioned his/her  
               purchased lot)
2.       The Sales Agent/OSC duly registered the prospect by his/her Prospect List submitted to CMO/ACMO/OIC and by way of Agent Appointment Slip or in any other written form in case Appointment Slip becomes unavailable.  The Agent Appointment Slip is valid only for ninety (90) days;

           3.       The Sales Agent Tripped the customer as evidenced by:

           1.        Logbook of Security Guard or as certified by the customer;

           2.       The Sales Agent witnessed in the following:

·         PPA

·         Valid Appointment Slip

·         Investment Proposal

4.       Payment of Commission shall be made to not more than seven (7) calendar days after requirements are completed and submitted.

H. WHEN IS A SALE A SALE?

1.       20% downpayment has been made;

2.       PPA has been duly signed and approved;

3.       The ten (10) day period starts when the PPA has been signed;

4.       Accounts in arrears are not commissionable; unless compounded penalties are paid;

5.       Reservation Agreements are not commissionable;

6.       In any case the customer demands full withdrawal upon the difficult situation simultaneously, HGMP can demand the refund of commission paid to agents;

7.       Receipts of cash payments by agents from customers are prohibited unless otherwise authorized in writing; or if the agent is fully bonded. Payment to HGMP shall conform to paragraph V i.e. that they should be paid within the office premises only. He/ she is not allowed to receive payments for or in behalf of the company.

8.       Agents/ OSC who has misused money from customers shall be forever banned from becoming agent OSC.

For your information and compliance.

JORGE U. SAGUINSIN

Senior Managing Director