本文選題：銷售人員　切入點(diǎn)：績效考核　出處：《南京理工大學(xué)》2013年碩士論文　論文類型：學(xué)位論文

【摘要】：隨著珠三角經(jīng)濟(jì)發(fā)展的進(jìn)一步推進(jìn)和市場(chǎng)全球化,深圳中小型民營企業(yè)迅速崛起并發(fā)展壯大,管理層素質(zhì)也不斷提高,他們對(duì)企業(yè)人力資源也有了更加深刻的理解,銷售人員是中小型企業(yè)最關(guān)鍵和最核心的團(tuán)隊(duì)之一,對(duì)于攻占市場(chǎng)和樹立品牌形象具有舉足輕重的作用。企業(yè)銷售隊(duì)伍業(yè)績的好壞直接決定著企業(yè)規(guī)模擴(kuò)張的速度和獲利水平的高低,甚至決定著企業(yè)的存亡。能夠?qū)崿F(xiàn)對(duì)其進(jìn)行客觀、全面地評(píng)價(jià)直接關(guān)系到銷售人員的工作積極性與雇傭關(guān)系的穩(wěn)定,對(duì)企業(yè)經(jīng)濟(jì)效益的好壞、市場(chǎng)生存及戰(zhàn)略擴(kuò)張起決定性影響。 從業(yè)界調(diào)研看,我國中小型民營企業(yè)銷售人員績效指標(biāo)設(shè)計(jì)研究已經(jīng)有了一定的發(fā)展。在此基礎(chǔ)上,本文選取深圳市某LED中小民營企業(yè)---A公司銷售人員的考核指標(biāo)設(shè)計(jì)為典型案例,通過了解該公司銷售業(yè)務(wù)在戰(zhàn)略投向、市場(chǎng)擴(kuò)張所面臨的嚴(yán)峻考驗(yàn)和挑戰(zhàn),找出并分析了銷售團(tuán)隊(duì)在績效管理方面的不足和問題癥結(jié)。 本文主要對(duì)中小民營企業(yè)銷售人員績效指標(biāo)設(shè)計(jì)案例進(jìn)行了實(shí)證分析研究。從績效考評(píng)指標(biāo)設(shè)計(jì)的角度,探討A公司現(xiàn)有銷售人員績效考評(píng)指標(biāo)設(shè)計(jì)存在的問題,對(duì)該企業(yè)銷售人員績效指標(biāo)設(shè)計(jì)提供具體的指導(dǎo)思想和依據(jù),重新梳理和構(gòu)建銷售人員績效考核指標(biāo)思路和模型,并對(duì)該公司后續(xù)績效指標(biāo)設(shè)計(jì)管理和運(yùn)作機(jī)制提供了建設(shè)性對(duì)策,確保該公司有動(dòng)力持續(xù)發(fā)展,穩(wěn)健擴(kuò)張市場(chǎng)地位。
[Abstract]:With the further development of the Pearl River Delta economy and the globalization of the market, the small and medium-sized private enterprises in Shenzhen have rapidly risen and developed, and the quality of the management has been continuously improved. They also have a deeper understanding of the human resources of the enterprises. Salespeople are one of the most critical and core teams in small and medium-sized enterprises. It plays an important role in capturing the market and establishing the brand image. The performance of the enterprise sales team directly determines the speed of the expansion of the enterprise scale and the level of profit. It even determines the survival of the enterprise. It can realize the objective, comprehensive evaluation directly related to the work enthusiasm of sales personnel and the stability of the employment relationship, and is good or bad for the economic benefit of the enterprise. Market survival and strategic expansion play a decisive role. On the basis of industry research, the research on the design of performance indicators for sales personnel in small and medium-sized private enterprises in China has been developed to a certain extent. This article selects a LED small and medium-sized private enterprise in Shenzhen as the typical case of the appraisal index design of sales personnel of company A, through understanding the severe test and challenge that the company's sales business faces in the strategic direction and the market expansion. To find out and analyze the sales team in the performance management deficiencies and the crux of the problem. In this paper, a case study on the performance index design of sales personnel in small and medium-sized private enterprises is carried out. From the point of view of performance evaluation index design, this paper discusses the problems existing in the design of the performance evaluation index of sales personnel in Company A. It provides the concrete guiding ideology and basis for the design of the performance index of the sales personnel in this enterprise, and reorganizes and constructs the train of thought and model of the performance appraisal index of the sales personnel. It also provides constructive countermeasures for the design, management and operation mechanism of the company's follow-up performance indicators, so as to ensure the company's sustained development and steady expansion of its market position.
【學(xué)位授予單位】：南京理工大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類號(hào)】：F272.92;F426.61

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