科安信公司营销人员绩效管理优化研究

发布时间：2018-03-12 07:08

本文选题：绩效考核　切入点：营销　出处：《长沙理工大学》2015年硕士论文　论文类型：学位论文

【摘要】：绩效管理是现代企业人力资源管理的重要组成部分,也是企业实施目标战略的关键。如何设计一套符合我国国情的、科学有效的绩效管理体系,一直是我国企业追求的重要目标。对于正在经历销售业绩瓶颈的深圳科安信公司而言,如何提升营销人员的工作成绩,积极性,创造性,让管理层与营销人员之间能够明确各自的管理目标和工作目标,使公司的营销工作具有可被精确考核的指标化和量化,正是一个尤为迫切的任务。论文首先介绍了科安信公司所在的企业背景和行业背景,进而说明了论文研究的目的和意义,然后介绍了本文的研究内容和论文结构；第二部分介绍了有关绩效管理的相关理论,主要涉及360度绩效考评、关键因素指标法、目标管理法等；第三部分重点介绍了科安信公司基本情况,包括产品情况以及产品销售面临的问题及原因；第四部分从整体上为科安信公司提供了营销人员绩效管理的优化设计,第五部分,笔者对深圳科安信公司营销人员管理优化过程中需要同时进行的配套措施及保障措施做了前瞻性的叙述,同时也优化设计了新的营销人员薪酬支付制度,第六部分,笔者对深圳科安信公司优化后的营销人员绩效考核体系与之前的营销人员绩效考核制度做了研究对比分析,并以一个案例进行问题说明并给予了解决问题的相关建议；最后是文章的结论部分。文章的亮点在于现有的大量的文献及研究锁定的目标都是大型公司、跨国公司的整体员工绩效考核,薪资管理,对于小型、微型企业来说,并不适用.因为小型企业并没有那么多专职部门来进行此项工作的实施,例如小微企业缺少专人研究制作营销考核体系,营销管理的模式大多简单粗犷,所以本研究结合深圳市科安信公司的实际情况,试图为众多的小微企业提供一套简便易行,但又科学实用的营销人员绩效考核机制,用来刺激和鼓励营销人员的工作积极性。
[Abstract]:Performance management is an important part of modern enterprise human resource management, and also the key to implement target strategy. How to design a set of scientific and effective performance management system, which is in line with the national conditions of our country, For Shenzhen Keanxin Company, which is experiencing the bottleneck of sales performance, how to improve the work performance, enthusiasm and creativity of the marketing personnel, To enable management and marketing personnel to clarify their management objectives and work objectives, so that the company's marketing work can be accurately evaluated by the indicators and quantification, It is a particularly urgent task. Firstly, the paper introduces the enterprise background and industry background of Keanxin Company, then explains the purpose and significance of this paper, and then introduces the research content and structure of this paper. The second part introduces the related theories of performance management, mainly involving 360 degree performance appraisal, key factor index method, target management method, etc. The third part mainly introduces the basic situation of Keanxin Company. Including the product situation and the problems and reasons facing the product sales. Part 4th provides the optimization design of marketing personnel performance management for the company as a whole, 5th part, The author makes a forward-looking description of the necessary supporting measures and safeguard measures in the process of optimizing the management of marketing personnel of Shenzhen Keanxin Company, and optimizes and designs a new salary payment system for marketing personnel, part 6th, The author studies and compares the optimized performance appraisal system of Shenzhen Keanxin Company with the previous performance appraisal system of marketing personnel, and gives a case to explain the problem and give some suggestions to solve the problem. The last part is the conclusion of the article. The highlight of the article is that the existing large amount of literature and research targets are all large companies, multinational companies' overall employee performance appraisal, salary management, for small, micro enterprises, Because small businesses do not have so many dedicated departments to carry out this work, for example, small and micro enterprises lack special personnel to study and produce marketing assessment systems, and marketing management models are mostly simple and rugged. So this research combined with the actual situation of Shenzhen Keanxin Company attempts to provide a set of simple but scientific and practical performance appraisal mechanism for many small and micro enterprises to stimulate and encourage the enthusiasm of marketers.
【学位授予单位】：长沙理工大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F272.92

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