HM音响公司销售人员绩效管理研究

发布时间：2017-12-31 12:02

本文关键词：HM音响公司销售人员绩效管理研究　出处：《苏州大学》2014年硕士论文　论文类型：学位论文

【摘要】：随着国产专业音响近二十年的发展，，国产专业音响企业的竞争环境日趋复杂，企业的经营管理能力影响企业生存和发展的重要程度也日趋明显。作为企业经营管理的核心组成部分，绩效管理越来越多的受专业音响企业的重视。销售在企业生产经营活动中有着特殊的地位，它直接影响企业生存与发展。而战斗在销售一线的销售人员，其工作的用心程度、业绩好坏直接决定企业的命运。因此，对专业音响销售人员绩效管理的实践研究不能忽视。本文首先阐述了与论题相关的概念、理论及方法。其次，介绍了HM音响公司的发展和业务情况、公司组织结构、销售人员结构。再次，通过对公司总经理、人力资源经理、销售部人员一对一访谈，对公司销售人员绩效管理的现状和问题进行了分析，明确提出了销售人员绩效管理改进的必要性。然后，在利益相关方需求分析的基础上，运用平衡记分卡的理念，对公司销售人员绩效管理提出改进方案。最后，论文提出了主要结论及展望。本文希望就销售人员绩效管理提出的改进建议对于类似专业音响企业具有一定的借鉴意义。
[Abstract]:With the development of domestic professional audio for nearly 20 years, the competitive environment of domestic professional audio enterprises is becoming more and more complex. As a core component of business management, the importance of enterprise management ability to affect the survival and development of enterprises is becoming more and more obvious. Performance management is paid more and more attention by professional sound enterprises. Sales have a special position in the production and operation of enterprises, which directly affect the survival and development of enterprises. Therefore, the practical research on the performance management of professional audio sales personnel can not be ignored. This paper first describes the concepts, theories and methods related to the topic. Secondly, it introduces the development and business situation of HM sound company, organization structure, sales personnel structure. Thirdly, through the general manager of the company. Human resource manager, sales staff one-to-one interview, the company sales personnel performance management status and problems were analyzed, clearly put forward the need for improvement of sales personnel performance management. On the basis of stakeholder demand analysis, the paper puts forward the improvement scheme of sales personnel performance management by using the idea of balanced scorecard. Finally, the paper puts forward the main conclusions and prospects. This article hopes to improve the sales personnel performance management suggestions for similar professional audio enterprises have certain reference significance.
【学位授予单位】：苏州大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F426.63;F272.92

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