HQ公司销售人员绩效考核优化研究

发布时间：2018-09-17 19:08

【摘要】：作为人力资源管理的一个重要环节,绩效考核是企业进行管理、控制和决策经营的重要手段,是贯穿整个绩效管理的基础。现代企业重点关注的问题就是,怎样通过行之有效的考核办法来提升员工的工作业绩和综合素质,同时为企业的不断发展做出自己积极的贡献。对于正处于快速发展的国有企业,更希望采用适合自己的绩效考核方案。饲料生产作为极其重要的民生产业,它上接种植业,下连畜牧业,是动物性食品安全的源头,直接关系到人的生活质量和身体健康。在饲料企业不断发展的过程中面临着诸多问题,特别是对销售人员的绩效考核亟待加强。有效的绩效考核对于销售人员的职业发展起着举足轻重的作用,考核的整个过程可以帮助其发现自己在工作中存在的不足并及时改进,促进个人可持续发展,为企业创造利润和价值。因此,针对饲料企业销售人员设计切实可行的绩效考核方案,打造一支优秀忠诚的营销队伍实为现代企业求存争强的关键。本文首先对研究背景和研究意义进行了阐述,并介绍了绩效考核的基本理论和方法。其次,在HQ公司销售人员绩效考核现状的基础上开展问卷调查,分析调查结果找出绩效考核的不足之处。针对问题和原因提出选择KPI结合360度的绩效考核方法,并对该考核方法的可行性和适用性进行了分析,接着对HQ公司销售人员KPI结合360的考核方案进行优化设计。最后,分析了实施过程中可能存在的一些问题,并针对性的提出该绩效考核方案的保障措施。本文的研究成果可以直接作为HQ公司绩效管理体系的一部分加以应用,并希望对国内其他饲料企业在面对类似问题时有一定的借鉴价值。
[Abstract]:As an important link of human resource management, performance appraisal is an important means for enterprises to manage, control and make decisions, and is the basis of the whole performance management. The focus of modern enterprises is how to improve the performance and comprehensive quality of employees through effective assessment methods, and make their own positive contribution to the continuous development of enterprises. For the state-owned enterprises in rapid development, more hope to adopt their own performance appraisal program. As an extremely important livelihood industry, feed production is the source of animal food safety, which is directly related to the quality of life and health of human beings. In the process of continuous development of feed enterprises, there are many problems, especially the performance evaluation of sales personnel needs to be strengthened. Effective performance appraisal plays an important role in the professional development of sales personnel. The whole process of evaluation can help them to find their own shortcomings in the work and timely improve, and promote the sustainable development of individuals. Create profit and value for the enterprise. Therefore, it is the key for modern enterprises to design a feasible performance appraisal scheme for fodder enterprise sales personnel and build an excellent and loyal marketing team. In this paper, the background and significance of the research are described, and the basic theory and methods of performance appraisal are introduced. Secondly, on the basis of the current situation of performance appraisal of sales personnel in HQ Company, a questionnaire survey is carried out, and the results are analyzed to find out the shortcomings of performance appraisal. Aiming at the problems and reasons, this paper proposes to select the performance appraisal method of KPI combined with 360-degree, and analyzes the feasibility and applicability of the evaluation method, and then optimizes the design of KPI combined with 360-degree performance appraisal scheme for the salesmen of HQ Company. Finally, this paper analyzes some possible problems in the implementation process, and puts forward the safeguard measures of the performance appraisal scheme. The research results of this paper can be directly applied as part of the performance management system of HQ Company, and it is hoped that the research results can be used for reference by other domestic feed enterprises in the face of similar problems.
【学位授予单位】：西安石油大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F272.92;F324.6

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