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KY Suzhou Office appraisal system improvements based on the balanced scorecard

Author: LiYue
Tutor: ZongZuo
School: Nanjing University of Technology and Engineering
Course: Business Administration
Keywords: BSC Performance evaluation Sales team
CLC: F272
Type: Master's thesis
Year: 2006
Downloads: 259
Quote: 1
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Abstract


There is much management chaos in sales team because of the lack of setting up a set of advanced performance evaluation system for there sales team in many local business enterprises, and results in sales personnel the most difficult to be managed. Theory of BSC (balance score card) is now the relatively popular management theory abroad. From its putting forward up to now, it has been developing into a kind of strategic management tool for enterprise while from the very beginning just as a tool for performance evaluation tool within very short and only more than ten years, and because of the advance in its concept, it has got very extensive application abroad currently. The article chooses BSC as management tool, and Su Zhou agent of KY Company as the research object, analyzing the existing problems and shortages in the instituted performance evaluation system aiming at sales team of this company. In accordance with the performance evaluation system model in the theory of BSC, combining the actual circumstance of the company, writer puts forward setting up the method for the performance evaluation of sales team, and draw up a set of new revised performance evaluation system for its agent, describing its superiority comparing with the former system. In conclusion, the writer describe its practicability and advancement by applying BSC theory to the performance evaluation for sales team in enterprise, and help enterprise to acquire effective reference for the establishment of scientific evaluation system for sales team.

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CLC: > Economic > Economic planning and management > Enterprise economy > Enterprise planning and management decision - making
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