WK公司销售人员绩效管理研究

发布时间：2018-06-16 08:25

本文选题：优质工业快消品 + 销售人员　；参考：《华东理工大学》2014年硕士论文

【摘要】：销售人员的绩效管理是现代企业生存和发展的关键要素之一,也是人力资源管理的重要课题。如何使销售人员有效地完成业绩,并且长期为企业服务,将使企业的经营收益和抗风险能力大大提高。从事销售职业的人员众多,从中甄选合格人员、设立有效的激励机制、配置合理的资源、提供适当的薪酬、规划相对理想的职业发展路径,都将有利于销售团队的建设和成长,有利于销售人员的业绩增长。通过对销售人员实施绩效管理,提高销售人员绩效能力,使得企业在市场竞争中获得优势,是各类企业共同关注的课题。论文首先对研究的目的、意义、背景和方法作了介绍,然后对绩效管理的相关理论进行阐述,之后介绍WK公司的基本情况,对销售人员的绩效现状进行分析,通过对行业背景、市场容量、销售特点、薪酬结构、激励机制等进行详细分析,找到WK公司销售人员绩效不足的原因,提出改进措施,初步形成一套结合企业实际,具有可操作性的的绩效管理对策。最后对全文进行总结,提出持续改进的方向。
[Abstract]:The performance management of sales personnel is one of the key elements in the survival and development of modern enterprises, and is also an important subject of human resource management. How to make the salesperson complete the achievement effectively, and serve for the enterprise for a long time, will make the management profit and the ability of resisting the risk of the enterprise greatly enhance. There are many people engaged in the sales profession. The selection of qualified personnel, the establishment of an effective incentive mechanism, the allocation of reasonable resources, the provision of appropriate remuneration, and the planning of a relatively ideal career development path will all contribute to the construction and growth of the sales team. Good sales performance growth. It is a common concern for all kinds of enterprises to implement performance management to improve the performance ability of sales personnel and to make enterprises gain advantages in the market competition. This paper first introduces the purpose, significance, background and methods of the research, then expounds the relevant theories of performance management, then introduces the basic situation of WK Company, analyzes the current situation of the sales personnel, and analyzes the background of the industry. Market capacity, sales characteristics, salary structure, incentive mechanism, etc., are analyzed in detail to find out the reasons for the underperformance of sales personnel in WK Company, and to put forward some improvement measures to form a set of measures to combine the actual situation of the enterprise. Operational performance management strategy. Finally, the paper summarizes the whole paper and puts forward the direction of continuous improvement.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.1

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