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论文编号：	13988
作者编号：	2320200603
上传时间：	2023/6/7 12:52:10
中文题目：	环境变化与组织转型下R医疗器械公司销售人员绩效考核体系调整研究
英文题目：	Study on Adjustment of Sales’ Performance Appraisal System of R Medical Device Company under Environmental Change and Organizational Transformation
指导老师：	刘俊振
中文关键字：	医疗器械销售；销售人员；绩效考核体系；组织转型
英文关键字：	Medical device sales; Sales personnel; Performance appraisal system; Organizational transformation
中文摘要：	近年来，随着国内医疗政策的改变，医疗器械行业也面临着前所未有的挑战。同时伴随国家政策尤其是带量采购政策的逐步落地，面对带量采购政策带来的大幅降价，战略转型和变革成了行业趋势。R医疗器械公司在带量采购政策到来前初步完成了企业从贸易型企业向生产型企业的转型。随着内外环境的变化，销售人员的工作重心也逐渐发生变化，工作重点逐步调整向更加专业化的学术推广和专业服务型的工作性质转变，针对销售人员的绩效考核体系调整就成为关键。R医疗器械公司的战略目标已经发生了调整，销售人员的绩效考核体系能否随着企业战略进行正确及时的调整，成为确保销售人员的高绩效产出，促进企业在竞争中获得成功，推动企业未来可持续性发展的核心问题。 论文在对绩效、绩效考核、绩效管理相关概念、理论进行梳理的基础上，针对企业战略和销售人员目标的转变，结合自身的企业经验，对R医疗器械公司绩效考核现状进行分析。针对其所处的环境，分析现有绩效考核体系的问题，并提出改进方案。R医疗器械公司处在战略转型的初级阶段，人员架构正在发生变化，结合绩效考核设计、开发、实施、管理、评价等方法，对原有绩效考核体系进行调整，从而建立一套更贴合组织战略目标，更科学、有效、精准的绩效考核体系。从组织战略分解绩效指标，优化考核指标、考核范围、考核方式，建立健全薪酬体系、岗位晋升体系、培训体系、信息体系等保障体系，大幅提高销售人员考核的准确性。改善后的绩效考核体系，更大程度的发挥销售人员的潜能，实现组织绩效最大化，帮助企业销售增长及推动企业战略目标的实现。
英文摘要：	In recent years, with the change of domestic medical policy, the medical device industry is also facing unprecedented challenges and impacts. R medical device company has completed the transformation from trade-oriented enterprise to production-oriented enterprise before the arrival of the band purchase policy. With the change of internal and external environment, the work focus of sales staff has changed gradually, and the work focus has been adjusted to more professional academic promotion and professional service. In view of the change of enterprise strategy and sales target, this thesis analyzes the present situation of performance appraisal of R medical device company through the research of theory knowledge and related literature. To adjust the original performance appraisal system, from the organizational strategy to decompose performance indicators, optimize the assessment indicators, assessment scope, assessment methods, greatly improve the accuracy of sales staff assessment. After the improvement of the performance appraisal system, give full play to the potential of sales personnel, achieve performance appraisal to promote performance improvement, and finally achieve the maximum performance of the organization, to help the enterprise sales growth and promote the achievement of corporate strategic objectives.
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