沈阳HS公司销售人员绩效考核体系优化

发布时间：2018-07-03 19:02

本文选题：销售人员 + 考核体系　；参考：《沈阳理工大学》2017年硕士论文

【摘要】：随着企业在市场上面临的竞争越来越激烈,销售部门在企业发展中的重要地位越来越明显,培养一支属于自己的优秀销售团队是企业核心竞争力的重要组成部分。如何通过构建合理的、科学的、有针对性的销售人员绩效考核体系,对建立优秀销售队伍意义重大,是摆在企业管理者面前的重要课题。针对销售人员的绩效考核,很多企业还处于传统的、单纯的业绩考核阶段,没有形成一套有针对性,真正符合企业长远发展目标的绩效考核体系。销售人员的绩效考核是结合企业战略目标,运用一系列的管理手段对他们的工作过程和结果进行控制与掌握,建立、收集、处理和监控绩效数据,通过管理者与销售人员持续、动态的沟通和反馈,影响他们的行为,提升他们的能力,实现公司的目标,从而达到企业和员工的双赢效果。本文以HS公司为企业背景,从绩效考核的相关理论入手,在阐明企业销售人员绩效考核目的与重要性基础上,确立企业销售人员绩效考核的基本原则、内容和一般方法。结合HS公司现行的销售人员绩效考核体系现况,利用问卷调查的方法调查并分析其企业营销人员工作特点及其绩效考核方法存在的问题,再召集学者、企业管理人员及销售人员代表运用德尔菲法确定出销售人员绩效考核体系中的几个关键指标,并使用序关系分析法对关键指标的权重进行了科学的计算,形成了一套完整的HS公司的销售人员绩效考核体系。HS公司新的销售人员绩效管理体系设计完成后,本文还提出了该体系的基本实施原则和具体步骤,以及采取怎样的措施确保体系的有效实施。HS公司的销售形式在很多工业消费品制造公司普遍存在,所以本文在销售人员绩效考核体系方面做的调查研究对其他工业消费品制造企业具有一定的借鉴意义。
[Abstract]:With the increasingly fierce competition in the market, the important position of the sales department in the development of the enterprise is becoming more and more obvious. It is an important part of the core competitiveness of the enterprise to train an excellent sales team that belongs to itself. How to set up a reasonable, scientific, targeted performance appraisal system for sales personnel is of great significance to the establishment of excellent sales team, and is an important subject in front of enterprise managers. For the performance appraisal of sales personnel, many enterprises are still in the traditional, pure performance appraisal stage, and have not formed a set of targeted performance appraisal system that really conforms to the long-term development goal of the enterprise. The performance appraisal of sales personnel is to use a series of management means to control and master their working process and results, establish, collect, process and monitor the performance data through managers and sales personnel. Dynamic communication and feedback, affect their behavior, improve their ability, achieve the objectives of the company, so as to achieve win-win results for both enterprises and employees. Based on the background of HS Company and the related theory of performance appraisal, this paper establishes the basic principles, contents and general methods of performance appraisal of sales personnel on the basis of clarifying the purpose and importance of performance appraisal of enterprise sales personnel. According to the current situation of the performance appraisal system of sales personnel in HS Company, this paper investigates and analyzes the characteristics of marketing personnel and the problems existing in their performance appraisal methods by using the method of questionnaire, and then convenes scholars. Enterprise managers and representatives of sales personnel use Delphi method to determine several key indicators in the performance appraisal system of sales personnel, and the weight of the key indicators is calculated scientifically by using the method of order relation analysis. After the completion of the design of the new sales personnel performance management system of HS Company, this paper also puts forward the basic implementation principles and concrete steps of the system. And what measures should be taken to ensure the effective implementation of the system. HS's sales form is prevalent in many industrial consumer goods manufacturing companies. Therefore, the investigation and research on the performance appraisal system of sales personnel in this paper has certain reference significance to other industrial consumer goods manufacturing enterprises.
【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;F426.61

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