中联重科公司履带吊营销人员绩效考核改进研究

发布时间：2018-04-28 00:23

本文选题：中联重科股份发展有限公司 + 营销人员　；参考：《湖南大学》2015年硕士论文

【摘要】：随着经济全球化及企业不断快速成长,人才成为了企业之间的核心竞争力,企业人力资源是企业重点管理工作,而人力资源中的绩效考核又是人力资源管理板块中最核心、最难开展的工作。如何科学的做好企业人力资源考核工作、最大限度的调动员工的积极性和主动性,满足企业快速发展的需求,成为越来越多的研究者和实践者所共同关心的课题和必然选择。本文以关键业绩指标绩效管理理论和平衡计分卡绩效管理理论为指导,在综合国内外绩效管理研究成果的基础上,分析了机械行业发展多年的中联重科履带吊营销人员的绩效考核,详细介绍了营销人员绩效考核构建的全过程。本文共分五个部分。第一章,阐述了绩效考核研究的背景和意义,对绩效考核的相关理论和国内外关于绩效考核的综述,并对绩效考核的方法和工具进行了介绍;第二章,对公司营销人员绩效考核现状进行了分析,并对销售系统绩效考核所出现的主要问题及存在的不足进行了阐述;第三章对公司营销人员分别用KPI关键业绩指标法和平衡计分法进行全面的研究,并从技术操作层面进行了详实地阐述。第四章提出了该绩效考核实施保障措施;第五章是本文的主要结论与展望。通过对中联重科履带吊营销人员目前绩效考核状况的阐述和分析,总结出一套适合企业发展的营销人员绩效考核,充分调动营销人员积极性,使公司的销售业绩快速提高。营销人员作为企业经济效益的直接创造者和实现者,在企业中的地位和作用也越来越重要,本文研究的结论对其它领域、其他同行业的企业在修订营销人员现有的绩效考核方法,构建营销人员绩效考核体系方面具有积极的借鉴作用。
[Abstract]:With the globalization of economy and the rapid growth of enterprises, talents have become the core competitiveness among enterprises. Human resources are the key management work of enterprises, and the performance evaluation of human resources is the core of human resources management. The hardest work to carry out. How to do a good job of human resources assessment, to mobilize the enthusiasm and initiative of employees to meet the needs of rapid development of enterprises has become a common concern and inevitable choice for more and more researchers and practitioners. Based on the performance management theory of key performance indicators and the performance management theory of balanced Scorecard, this paper synthesizes the research results of performance management at home and abroad. This paper analyzes on the performance appraisal of the marketing personnel of Caterpillar crane of Zhonglian heavy duty department which has been developed for many years in the mechanical industry, and introduces the whole process of the construction of the performance appraisal of the marketing personnel in detail. This paper is divided into five parts. The first chapter, elaborated the performance appraisal research background and the significance, to the performance appraisal correlation theory and the domestic and foreign regarding the performance appraisal summary, and has carried on the introduction to the performance appraisal method and the tool; second chapter, This paper analyzes the present situation of the performance appraisal of marketing personnel in the company, and expounds the main problems and shortcomings in the performance appraisal of the sales system. In the third chapter, the author makes a comprehensive research on the key performance index method of KPI and the balanced score method for the marketing personnel of the company, and expounds it in detail from the aspect of technical operation. The fourth chapter puts forward the performance appraisal implementation safeguard measure, the fifth chapter is the main conclusion and the prospect of this article. Through the exposition and analysis of the current performance appraisal situation of the marketing personnel of the Caterpillar crane of Zhonglian heavy Branch, a set of performance appraisal of the marketing personnel suitable for the development of the enterprise is summarized, which can fully arouse the enthusiasm of the marketing personnel and make the sales performance of the company improve rapidly. As the direct creators and implementers of the enterprise economic benefits, the marketing personnel are playing an increasingly important role in the enterprise. The conclusion of this paper is more and more important to other fields. Other enterprises in the same industry have positive reference role in revising the existing performance appraisal methods of marketing personnel and constructing the performance appraisal system of marketing personnel.
【学位授予单位】：湖南大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F272.92;F426.4

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