Y药业公司销售人员绩效考评体系优化研究

发布时间：2018-03-13 15:48

本文选题：药业公司　切入点：销售人员　出处：《沈阳理工大学》2017年硕士论文　论文类型：学位论文

【摘要】：人力资源管理的核心职能是绩效管理,而绩效考评是绩效管理的中心环节。企业员工的绩效考评对于开发、激励、提高员工的能力和绩效起着至关重要的作用。Y药业公司是1999年成立的以民族药品和医疗保健品的研制、开发、生产、销售为主的高科技公司,其销售网络己遍布全国29个省市。如何在日常管理中设计最为优化的考评体系,从而为整个销售团队最终目标的达成提供有力保障成为公司着重考虑的问题。论文首先对Y药业公司的概况及其销售人员结构、薪酬状况、工作内容和工作职责进行了介绍。在此基础上对销售人员绩效考评体系的现状进行分析,指出了目前销售人员绩效考评在考评原则、周期、方式以及程序方面存在的问题,并针对这些问题进行了深入的原因分析。据此,结合绩效考评相关理论以及公司的战略目标,从指标体系设计、指标权重的确定、考评程序及规定等几个方面对销售人员的绩效考评系统进行了优化。最后,结合实例对销售人员绩效考评体系的实施效果进行了分析与评价。本文旨在通过研究并优化现行的销售人员绩效考评体系,为Y药业公司提供更加科学的销售人员考评方法,并以此作为销售人员的薪资调整、晋升、奖励、岗位轮换等依据,从而提升公司的销售绩效,以确保公司长期发展目标的实现。
[Abstract]:The core function of human resource management is performance management, and performance appraisal is the central link of performance management. Improving the ability and performance of employees plays an important role. Y Pharmaceutical Co., Ltd. was established in 1999 to develop, develop, produce and sell national medicine and health care products. Its sales network has spread throughout the country in 29 provinces and cities. How to design the most optimized evaluation system in daily management, In order to provide a strong guarantee for the achievement of the ultimate goal of the entire sales team, it has become an important issue for the company to consider. First of all, the paper gives an overview of Y Pharmaceutical Company and its sales personnel structure, salary situation, Based on the analysis of the present situation of the performance appraisal system of sales personnel, the paper points out the problems existing in the principles, cycles, methods and procedures of the performance appraisal of sales personnel. According to the theory of performance evaluation and the strategic goal of the company, from the design of index system, the determination of index weight, The performance evaluation system of sales personnel is optimized in several aspects, such as evaluation procedure and regulation. Finally, This paper analyzes and evaluates the effect of the performance appraisal system of sales personnel with an example. The purpose of this paper is to provide a more scientific evaluation method for Y pharmaceutical company by studying and optimizing the current performance appraisal system of sales personnel. As the basis of salary adjustment, promotion, reward and job rotation of sales personnel, the sales performance of the company can be improved to ensure the realization of the long-term development goal of the company.
【学位授予单位】：沈阳理工大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F426.72

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