联系我们

论文查询结果	返回搜索

论文编号：	13426
作者编号：	2320190508
上传时间：	2022/6/15 21:50:41
中文题目：	J 公司销售人员绩效管理优化研究
英文题目：	Research on Optimization of Performance Management of Marketing Personnel of J Decoration Company
指导老师：	任兵
中文关键字：	绩效管理；绩效改进；平衡计分卡；关键绩效指标。
英文关键字：	Performance management; Performance improvement; Balanced scorecard; Key performance indicators.
中文摘要：	当今世界，还能仅仅依靠技术的进步和产品的独特来持续的运营好一个企业吗？答案是否定的，即使你的技术领先全球，产品再新颖，竞争对手也会快速反应，提供几乎完全相同的技术和产品，到底是什么因素使某些企业能够比它们的竞争对手获得更大的成功呢，什么才是企业的核心竞争优势，答案就是“人”。无论一个企业的规模、存在的目的以及它的特征是怎样的，它的绩效都有赖于组织中的每个人的绩效，因此员工绩效管理尤为重要。 本文对J公司正在实施的销售人员绩效管理进行研究，寻找该公司绩效管理的问题所在，并对这些问题进行剖析找出其存在的原因，结合J公司实际情况，制定J公司战略规划，包括撰写使命陈述及企业愿景、目标及战略，并进行企业目标分解。识别并确定与销售人员相关的关键胜任能力，结合销售人员的胜任能力分析，基于平衡计分卡（BSC）和关键绩效指标（KPI）的绩效管理方法，进一步完善销售经理、小区销售专员及店面导购员的绩效指标。同时对J公司销售部定期的绩效改进内容进行设计，包括定期绩效改进，绩效指导、绩效反馈，必要的绩效纠正行动以及实施行动计划，并对J公司周期末绩效评估进行设计。 通过本文的研究，为J公司销售人员绩效管理提供指导和借鉴，提升了J公司销售人员的积极性，使J公司和销售能够共同发展和成长。实现J公司短期与长期目标的均衡统一，促进J公司组织目标的实现，为实现J公司的战略目标提供持续发展的源动力。
英文摘要：	In today's world, can we continue to operate an enterprise only by relying on the progress of technology and the uniqueness of products? The answer is No. even if your technology leads the world and your products are novel, your competitors will respond quickly and provide almost identical technologies and products. What factors enable some enterprises to achieve greater success than their competitors? What is the core competitive advantage of the enterprise? The answer is "people". No matter what the scale, purpose and characteristics of an enterprise are, its performance depends on the performance of everyone in the organization, so employee performance management is particularly important. This paper studies the salesperson performance management being implemented by J company, looks for the problems of the company's performance management, analyzes these problems, finds out the reasons for their existence, and formulates the strategic plan of J company in combination with the actual situation of J company, including writing mission statement and corporate vision, objectives and strategies, and decomposing corporate objectives. Identify and determine the key competencies related to sales personnel, combined with the competency analysis of sales personnel, and further improve the performance indicators of sales managers, community sales specialists and store shopping guides based on the performance management method of Balanced Scorecard (BSC) and key performance indicators (KPI). At the same time, it designs the regular performance improvement contents of the Sales Department of J company, including regular performance improvement, performance guidance, performance feedback, necessary performance corrective actions and implementation action plan, and designs the performance evaluation at the end of the cycle of J company. Through the research of this paper, it provides guidance and reference for the performance management of sales personnel of J company, improves the enthusiasm of sales personnel of J company, and enables the common development and growth of J company and sales. Realize the balance and unity of the short-term and long-term goals of J company, promote the realization of the organizational goals of J company, and provide the source power of sustainable development for the strategic goals of J company.
查看全文：	预览  下载(下载需要进行登录)