昆明山推公司销售人员绩效考核体系研究
发布时间：2018-10-29 22:24
【摘要】：绩效考核是企业人力资源管理中绩效管理的关键组成部分,通过绩效考核促进员工自身素质的提升,实现自我价值,并为企业的绩效管理工作提供依据,有助于企业的资源配置和目标协调。随着经济全球化、市场竞争加剧、内外部环境的变化,大多企业都意识到了绩效考核的重要性,部分企业也建立了自己的绩效考核体系,但是在实际操作中却出现了背道而驰的结果。因此采用科学的研究方法,研究和思考在国内政治、经济以及社会文化背景下,企业实施绩效考核的一般理论和方法,才能成为企业管理实践的有效工具,提升企业绩效水平,促进企业的持续健康发展。 本文以昆明山推公司销售人员绩效考核为例,通过文献阅读、现场交流访谈、问卷调查、实证观察等方法逐步展开。首先在研究绩效考核理论的基础上,通过对国内工程机械行业概况、昆明山推公司现状研究,分析探讨昆明山推公司销售人员绩效考核现状、存在的问题以及问题产生的原因,然后对绩效考核体系指标及具体内容进行研究设计,最后对实施方案及实施效果进行评价,关键绩效指标KPI考核体系得以应用于该公司销售人员的绩效管理实践。 本文的研究,是对绩效考核与绩效管理理论的学习和应用,把经典理论运用于昆明山推公司销售人员的考核实践,解决了该公司销售人员思想不统一、积极性不高、业绩下滑等系列问题。同时引起其它同类中小型工程机械代理商企业对绩效考核的关注,为其构建合理有效的绩效考核体系提供一些借鉴和参考。
[Abstract]:Performance appraisal is a key part of performance management in enterprise human resource management. It promotes the improvement of employee's own quality, realizes self-value, and provides the basis for enterprise's performance management. It is helpful to the resource allocation and target coordination of the enterprise. With economic globalization, intensified market competition and changes in the internal and external environment, most enterprises have realized the importance of performance appraisal, and some enterprises have also established their own performance appraisal system. However, in practice, the results are contrary. Therefore, under the background of domestic politics, economy and social culture, using scientific research methods, the general theory and method of enterprise performance appraisal can become an effective tool of enterprise management practice and improve the level of enterprise performance. To promote the sustainable and healthy development of enterprises. This paper takes the performance appraisal of sales staff of Kunming Mountain push Company as an example, through literature reading, on-the-spot communication and interview, questionnaire investigation, empirical observation and so on. First of all, on the basis of studying the theory of performance appraisal, through the general situation of construction machinery industry in China and the present situation of Kunming Mountain push Company, this paper analyzes and discusses the present situation, existing problems and causes of the problems in the performance appraisal of sales personnel of Kunming Mountain push Company. Then the performance appraisal system indicators and specific content are studied and designed. Finally, the implementation scheme and the implementation effect are evaluated. The key performance index KPI evaluation system can be applied to the performance management practice of the company's sales personnel. The research of this paper is to study and apply the theory of performance appraisal and performance management, apply the classical theory to the appraisal practice of the sales personnel of Kunming Mountain push Company, and solve the problem that the sales personnel of this company are not unified in thought and not highly motivated. Performance decline and other series of problems. At the same time, it causes other similar small and medium-sized construction machinery agents to pay attention to the performance appraisal, and provides some reference for its construction of a reasonable and effective performance appraisal system.
【学位授予单位】：云南大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.4
本文编号：2299007
[Abstract]:Performance appraisal is a key part of performance management in enterprise human resource management. It promotes the improvement of employee's own quality, realizes self-value, and provides the basis for enterprise's performance management. It is helpful to the resource allocation and target coordination of the enterprise. With economic globalization, intensified market competition and changes in the internal and external environment, most enterprises have realized the importance of performance appraisal, and some enterprises have also established their own performance appraisal system. However, in practice, the results are contrary. Therefore, under the background of domestic politics, economy and social culture, using scientific research methods, the general theory and method of enterprise performance appraisal can become an effective tool of enterprise management practice and improve the level of enterprise performance. To promote the sustainable and healthy development of enterprises. This paper takes the performance appraisal of sales staff of Kunming Mountain push Company as an example, through literature reading, on-the-spot communication and interview, questionnaire investigation, empirical observation and so on. First of all, on the basis of studying the theory of performance appraisal, through the general situation of construction machinery industry in China and the present situation of Kunming Mountain push Company, this paper analyzes and discusses the present situation, existing problems and causes of the problems in the performance appraisal of sales personnel of Kunming Mountain push Company. Then the performance appraisal system indicators and specific content are studied and designed. Finally, the implementation scheme and the implementation effect are evaluated. The key performance index KPI evaluation system can be applied to the performance management practice of the company's sales personnel. The research of this paper is to study and apply the theory of performance appraisal and performance management, apply the classical theory to the appraisal practice of the sales personnel of Kunming Mountain push Company, and solve the problem that the sales personnel of this company are not unified in thought and not highly motivated. Performance decline and other series of problems. At the same time, it causes other similar small and medium-sized construction machinery agents to pay attention to the performance appraisal, and provides some reference for its construction of a reasonable and effective performance appraisal system.
【学位授予单位】：云南大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F272.92;F426.4
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