齐机床销售部绩效考核体系研究

发布时间：2018-10-15 17:50

【摘要】：2012年,受国家宏观经济形势的影响,制造行业整体下滑,市场需求持续萎缩,产品市场竞争激烈。整个机床行业面临巨大的压力和挑战,产量和销量都较2011年有明显下降,形势非常严峻。这样的环境为企业生存、发展带来了一定的障碍。直至2013年企业通过管理提升,止住下滑趋势,但并未根本上解决市场销售的被动局面,经过多次分析,产生的原因之一是销售部管理松散,缺少行之有效的绩效考核办法,使得销售人员在工作中缺少热情和主动性,从而导致市场开发受到很大阻力。在这种情况下,销售部门实施一套切实可行的绩效考核办法迫在眉捷。对此,本人拟对齐二机床销售部门目前绩效办法进行分析,查找不足之处,重新制定一套行之有效的绩效考核办法并提出实施方案和保障措施。希望通过我的论文能为齐二机床建立科学的营销策略提供理论指导,也能为其他机床制造企业经营提供借鉴。本文以绩效考核理论作为研究的理论基础,结合企业理论、行为理论、人力资源管理理论等,运用了理论与实际相结合的分析方法,对齐二机床营销队伍绩效考核情况做了广泛调研,搜集大量数据,同时充分查阅相关文献,通过系统分析,结合销售部实际情况提出了新的绩效考核方案,形成绩效考核体系,并且制定了详细的实施保障措施,以保证通过新的绩效考核方案提升销售人员工作效率,正确引导员工结合企业战略树立个人职业发展目标,在增加企业竞争力的同时,为企业培养储备人才和后备干部,以适应严峻的市场形势,为企业下一步的快速发展打下坚实基础。
[Abstract]:In 2012, affected by the national macroeconomic situation, the manufacturing industry as a whole declined, market demand continued to shrink, product market competition is fierce. The entire machine tool industry faces enormous pressure and challenge, the production and sales volume are obviously lower than in 2011, the situation is very serious. Such an environment for the survival of enterprises, development has brought certain obstacles. Until 2013, enterprises through management to improve, stop the downward trend, but did not fundamentally solve the passive situation of market sales, after repeated analysis, one of the reasons is the loose management of sales department, lack of effective performance appraisal methods, The lack of enthusiasm and initiative in the work of the sales staff, resulting in great resistance to market development. In this case, the sales department to implement a set of practical performance appraisal method in the eyebrow. In view of this, I intend to analyze the current performance measures of the sales department of Q2 machine tool, find out the shortcomings, reformulate a set of effective performance appraisal methods and put forward the implementation scheme and safeguard measures. I hope that my thesis can provide theoretical guidance for the establishment of scientific marketing strategy for the second machine tool, and also provide reference for other machine tool manufacturing enterprises. This paper takes the performance appraisal theory as the theoretical basis, combines the enterprise theory, the behavior theory, the human resources management theory and so on, has applied the analysis method which the theory and the practice unifies. The performance evaluation of Qi-2 machine tool marketing team was investigated extensively, a large amount of data was collected, and relevant documents were fully consulted. Through systematic analysis, a new performance appraisal scheme was put forward according to the actual situation of sales department, and a performance appraisal system was formed. And has formulated the detailed implementation safeguard measure, in order to guarantee through the new performance appraisal plan to raise the sales personnel work efficiency, correctly guides the staff to combine the enterprise strategy to establish the personal profession development goal, increases the enterprise competitive power at the same time, In order to adapt to the severe market situation and lay a solid foundation for the next rapid development of the enterprise, the reserve talents and reserve cadres should be trained for the enterprises.
【学位授予单位】：哈尔滨理工大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.4

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