JH制药集团营销人员绩效管理研究

发布时间：2018-03-19 20:20

本文选题：制药集团　切入点：营销人员　出处：《南京理工大学》2013年硕士论文　论文类型：学位论文

【摘要】：近年来中国医药市场蓬勃发展,国内制药企业仅靠领导人独自决策的模式已经很难适应激烈的市场竞争,必须依靠高效的营销管理团队,通过绩效管理将企业远景与销售人员个人目标有机结合起来,使员工在企业工作中得到更多学习培训和施展个人才华的机会,也会由于自己对组织的贡献获得晋升或加薪。通过绩效管理的实施会使销售人员感觉到自己在公司存在的价值和意义,从而激发销售人员的工作积极性以及使命感,加强对所在公司的归属感与认同感。 JH制药集团销售拓展过程中,销售人员对公司的归属感较差,导致在市场中的工作积极性相对不是非常高,销售业绩增长速度不突出。鉴于此,JH制药集团制定了合理有效的绩效管理体系,更好的选用育留优秀的销售人员,建立结构合理的销售团队,创造可持续的销售业绩,按期完成集团的销售目标。文章共分为五章。第一章：主要介绍本课题的研究背景和研究意义,对研究思路、方法以及主要内容进行了简单的阐述,并简单介绍了JH制药集团；第二章：介绍绩效管理相关理论；第三章：主要分析JH制药集团现状：从JH制药集团的经营状况、组织架构、人力资源状况三个方面介绍了集团的基本情况,此外还介绍了JH制药集团销售人员绩效管理体系发展历史和现状以及JH制药集团销售人员绩效管理体系当前面临的问题；第四章：主要介绍JH制药集团销售人员绩效管理体系的设计与实施,从而保证JH制药集团绩效管理体系的顺利实施;第五章：阐述了JH制药集团销售人员绩效管理体系的方案评价及导入实施预测。
[Abstract]:In recent years, the Chinese pharmaceutical market has been booming, and the domestic pharmaceutical enterprises have been unable to adapt to the fierce market competition by relying solely on the decision-making model of their leaders. They must rely on efficient marketing management teams. Through the performance management to combine the enterprise vision with the individual goal of the salesperson organically, so that the employee gets more opportunities to learn, train and display the individual talent in the enterprise work. Through the implementation of performance management, salespeople will feel the value and significance of their presence in the company, thereby stimulating their motivation and sense of mission. Strengthen the sense of belonging and identity of your company. During the sales expansion process of JH Pharmaceutical Group, the sales personnel have a poor sense of belonging to the company, resulting in relatively low motivation to work in the market. In view of this JH Pharmaceutical Group has developed a reasonable and effective performance management system, better selection of excellent sales personnel, the establishment of a reasonable structure of sales team, to create sustainable sales performance, Meet the Group's sales target on schedule. The article is divided into five chapters. The first chapter mainly introduces the research background and significance of this topic, the research ideas, methods and main content of a simple description, and a brief introduction of JH Pharmaceutical Group; The second chapter introduces the theory of performance management, the third chapter: mainly analyzes the current situation of JH Pharmaceutical Group: from the three aspects of JH Pharmaceutical Group's operating situation, organizational structure, human resource situation, it introduces the basic situation of JH Pharmaceutical Group. In addition, it also introduces the history and present situation of JH pharmaceutical group sales personnel performance management system and the current problems of JH pharmaceutical group sales personnel performance management system. Chapter 4th: mainly introduces the design and implementation of JH Pharmaceutical Group sales personnel performance management system, so as to ensure the smooth implementation of JH Pharmaceutical Group performance Management system; Chapter 5th: describes the JH Pharmaceutical Group sales personnel performance management system evaluation and implementation of the introduction of prediction.
【学位授予单位】：南京理工大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F426.72

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