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S company sales performance appraisal system redesign

Author: WangXin
Tutor: ShangHua
School: Dalian University of Technology
Course: MBA
Keywords: Performance appraisal Sales staff Key Performance Indicators assessment (KPI)
CLC: F719
Type: Master's thesis
Year: 2011
Downloads: 107
Quote: 0
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Abstract


Marketed as the most important part of business , sales personnel but also valuable corporate resources. With the rapid development of market economy , sales personnel management has also become business owners problems to be solved . How to make good use of sales personnel , so that they maximize the energy business is every business operators must pay attention to the issue . As in recent years, advanced performance management theory and experience rapid spread of large domestic enterprises have also established our sales staff performance appraisal system . With the development of enterprises from small to big , some SMEs operators in the daily management gradually found loopholes in management , performance appraisal are beginning to realize the necessity in sales management . S Corporation as a telemarketing sales as the main mode of information services company , after six years of rapid development, the company grew from two people to 70 people, including sales staff of 40 people , had sales personnel performance appraisal for already more increasingly unable to meet the enterprise operating status . This article combines S company sales of the actual situation , the performance appraisal system for its redesign . In this paper, the basic human resource management theory, the company's sales department for S current performance appraisal system is not perfect , assessment methods such as a single drawback , depending on the evaluation and assessment of the main objectives , the design of their corresponding evaluation system. At the same time improve the performance appraisal system, follow-up work to increase the assessment feedback and communication, to ensure the smooth operation of evaluation system . This paper is divided into six chapters , the first chapter describes the background and significance of this study lies ; reference to the performance appraisal chapter relevant theories and experience in domestic and international sales personnel assessment , as the theoretical foundation. The third chapter S company sales performance appraisal to analyze the situation , find out the loopholes and shortcomings of existing systems . Chapter IV through job analysis , performance appraisal indicators decomposition step design of the new performance appraisal system . Chapter V of the new performance appraisal system to improve the implementation and taking a step forward . Chapter VI combines theoretical and practical conclusions.

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CLC: > Economic > Trade and Economic > Domestic Trade and Economic > Services sector
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