四海公司销售经理绩效评价方法的优化研究
发布时间：2018-12-15 07:02
【摘要】：自从改革开放以来,我国的市场经济得到了蓬勃充分的发展;2001年12月,我国正式加入WTO,签署了一系列贸易协议,取得与世界贸易组织中的多国自由稳定的多边、稳定的最惠国待遇,使得我国的进出口贸易有了井喷式的增长,在增加了出口的同时,也迎来了众多优质强大的国际企业入华,让我们自身的企业站在了国际竞争的大舞台上。在新的市场态势和竞争中,我国家具行业作为传统的劳动密集型产业,在国际市场上拥有天然的成本优势,每年出口规模逐渐走强,成为我国出口创汇的生力军之一,并且,随着房地产市场的火热,国内市场对于家具的消费也掀起了一个又一个的小高潮,尽管如此,在全球化竞争的超级大舞台上,在国内新老家具企业此起彼伏地涌现中,面临激烈的市场竞争,家具企业的管理手段、运营方式和渠道模式都面临着改革需求,以便让企业在新的市场竞争中处于不败的境地。在财务管理中,利润分配是十分重要的一环,其中,对于销售经理的绩效评价以及劳动报酬体系确定会直接影响销售经理的工作动力,进而影响整个企业产品的市场终端呈现状态和市场占有率。本文在学习国际先进绩效评价理论的基础上,对四海公司现状进行了解和调研,找出现行制度的不足和问题,提出适合四海公司的“过程+结果”的绩效评价综合体系,以图达到综合、全面、科学的绩效评价效果,鼓舞销售经理们奋勇、积极投身到销售工作当中去。本文强调了对销售经理们的绩效评价的重要意义,概述了国际和国内的相关研究成果。其次,系统总结了了一下对于绩效管理理论的学习成果,概括性介绍了绩效管理理论的发展,为构建新的企业销售经理绩效评价体系提供理论基础;对销售经理岗位的职责、地位以及所需要的能力和素质进行介绍,为新的评价指标提供依据;在对四海公司现有绩效评价体系进行分析的基础上,使用科学的办法提出四海公司新的销售经理绩效评价指标,并对不同指标权重进行比较确定,构建新的销售经理评价体系,并且充分考虑到日后新体系运行将遇到的问题,提出几条将新体系在四海公司运用的保障性措施。
[Abstract]:Since the reform and opening up, China's market economy has been booming and full development; In December 2001, China formally joined the WTO, and signed a series of trade agreements, which obtained free and stable multilateral and most-favoured-nation treatment with a number of countries in the World Trade Organization, which made the import and export trade of our country have a blowout growth. In addition to increasing exports, it also ushered in a large number of high-quality and powerful international enterprises to enter China, so that our own enterprises stand on the stage of international competition. In the new market situation and competition, our furniture industry, as a traditional labor-intensive industry, has natural cost advantage in the international market, and its export scale is gradually strengthening every year. With the hot real estate market, the domestic market for furniture consumption has also set off one after another small climax, however, in the global competition in the super big stage, in the domestic new and old furniture enterprises emerge one after another. Facing the fierce market competition, the furniture enterprise's management means, the operation way and the channel pattern all face the reform demand, in order to let the enterprise be in the undefeated situation in the new market competition. In financial management, profit distribution is a very important part, among which, the performance evaluation of sales manager and the determination of labor compensation system will directly affect the working motivation of sales manager. Furthermore, it affects the market terminal state and market share of the whole enterprise product. On the basis of studying the international advanced performance evaluation theory, this paper studies the current situation of Sihai Company, finds out the shortcomings and problems of the current system, and puts forward a comprehensive performance evaluation system suitable for the "process result" of the company. In order to achieve comprehensive, comprehensive and scientific performance evaluation, encourage sales managers to actively participate in sales work. This paper emphasizes the importance of performance evaluation for sales managers and summarizes the related research results both at home and abroad. Secondly, it summarizes the learning results of performance management theory, introduces the development of performance management theory, and provides a theoretical basis for the construction of a new performance evaluation system for sales managers. Introduce the responsibility, status, ability and quality of the sales manager position, and provide the basis for the new evaluation index; Based on the analysis of the existing performance evaluation system of Sihai Company, the new performance evaluation index of the sales manager of Sihai Company is put forward by scientific method, and the weight of different indexes is compared and determined, and a new evaluation system of sales manager is constructed. Taking into account the problems that the new system will meet in the future, this paper puts forward several measures to guarantee the application of the new system in Sihai Company.
【学位授予单位】：广西大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F426.88;F274
[Abstract]:Since the reform and opening up, China's market economy has been booming and full development; In December 2001, China formally joined the WTO, and signed a series of trade agreements, which obtained free and stable multilateral and most-favoured-nation treatment with a number of countries in the World Trade Organization, which made the import and export trade of our country have a blowout growth. In addition to increasing exports, it also ushered in a large number of high-quality and powerful international enterprises to enter China, so that our own enterprises stand on the stage of international competition. In the new market situation and competition, our furniture industry, as a traditional labor-intensive industry, has natural cost advantage in the international market, and its export scale is gradually strengthening every year. With the hot real estate market, the domestic market for furniture consumption has also set off one after another small climax, however, in the global competition in the super big stage, in the domestic new and old furniture enterprises emerge one after another. Facing the fierce market competition, the furniture enterprise's management means, the operation way and the channel pattern all face the reform demand, in order to let the enterprise be in the undefeated situation in the new market competition. In financial management, profit distribution is a very important part, among which, the performance evaluation of sales manager and the determination of labor compensation system will directly affect the working motivation of sales manager. Furthermore, it affects the market terminal state and market share of the whole enterprise product. On the basis of studying the international advanced performance evaluation theory, this paper studies the current situation of Sihai Company, finds out the shortcomings and problems of the current system, and puts forward a comprehensive performance evaluation system suitable for the "process result" of the company. In order to achieve comprehensive, comprehensive and scientific performance evaluation, encourage sales managers to actively participate in sales work. This paper emphasizes the importance of performance evaluation for sales managers and summarizes the related research results both at home and abroad. Secondly, it summarizes the learning results of performance management theory, introduces the development of performance management theory, and provides a theoretical basis for the construction of a new performance evaluation system for sales managers. Introduce the responsibility, status, ability and quality of the sales manager position, and provide the basis for the new evaluation index; Based on the analysis of the existing performance evaluation system of Sihai Company, the new performance evaluation index of the sales manager of Sihai Company is put forward by scientific method, and the weight of different indexes is compared and determined, and a new evaluation system of sales manager is constructed. Taking into account the problems that the new system will meet in the future, this paper puts forward several measures to guarantee the application of the new system in Sihai Company.
【学位授予单位】：广西大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F426.88;F274
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