联通呼和浩特分公司客户经理积分制考核体系研究与设计

发布时间：2018-04-03 03:11

本文选题：联通呼和浩特分公司　切入点：客户经理积分　出处：《内蒙古大学》2013年硕士论文

【摘要】：联通呼和浩特分公司于2008年10月15日正式成立,其前身是呼和浩特市联通与呼和浩特市网通,融合重组后主要经营移动通信业务,国内、国际固定电话网络与设施(含本地无线环路),语音、数据、图像及多媒体通信与信息服务,电信增值业务,IP电话业务等国家批准的其它业务。重组后的联通呼和浩特分公司面对的竞争对手主要包括移动呼和浩特分公司和电信呼和浩特分公司两大通信运营商。企业销售队伍业绩的好坏直接决定着企业规模扩张的速度和获利水平的高低,甚至决定着企业的存亡。联通呼和浩特分公司主要销售人员是客户经理,占从业人员总数50%以上。正确评价客户经理业绩,引导和激励客户经理工作行为,建立科学、有效的客户经理考核激励制度,提高客户经理工作积极性、主动性,实现企业收入、利润和客户经理个人收益双赢局面至关重要。本文在系统分析公司现考核框架、存在问题基础上,借鉴先进考核方法、技术、理论,结合企业实际,设计构建了呼市联通客户经理积分制考核体系,并通过考核结果应用、考核流程设计,拟实现考核过程的流程化、透明化和系统化。本文的研究成果将对促进企业销售人员绩效考核的科学化、规范化具有一定的借鉴意义。
[Abstract]:China Unicom Hohhot Branch was formally established on October 15, 2008. Its predecessor was Hohhot Unicom and Hohhot Netcom.International fixed telephone networks and facilities (including local wireless loop, voice, data, image and multimedia communications and information services, telecommunications value-added services, IP telephone services and other national approved services.After the reorganization, China Unicom Hohhot Branch faces two main competitors: mobile Hohhot Branch and Telecom Hohhot Branch.The performance of the sales team directly determines the expansion speed and profit level of the enterprise, and even determines the survival of the enterprise.China Unicom Hohhot Branch is the main sales personnel account for more than 50% of the total number of employees.Evaluate the performance of customer manager correctly, guide and motivate the work behavior of customer manager, establish scientific and effective examination and incentive system of customer manager, improve the enthusiasm and initiative of customer manager, and realize the income of enterprise.Profit and personal income of the account manager win-win situation is crucial.In this paper, based on the system analysis of the company's present assessment framework and existing problems, using advanced assessment methods, techniques, theories, and combined with the actual enterprise, the paper designs and constructs the evaluation system of the customer manager integral system of Huhu Unicom, and applies the test results to the system.Check process design, to achieve the assessment process flow, transparency and systematization.The research results of this paper will promote the enterprise sales personnel performance appraisal scientific, the standardization has the certain reference significance.
【学位授予单位】：内蒙古大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F626;F272.92

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