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论文编号：	5818
作者编号：	2220110319
上传时间：	2013/12/5 8:33:21
中文题目：	平衡计分卡在S烟草公司销售人员绩效考核中的应用研究
英文题目：	Balanced Scorecard Application in S tobacco company''''s sales staff performance appraisal
指导老师：	边泓
中文关键字：	销售人员;绩效考核体系;平衡计分卡;烟草公司
英文关键字：	sales staff;performance appraisal;balanced scorecard;tobacco companies
中文摘要：	现阶段，我国的市场经济体制不断健全，市场经济取得了极大的发展，在新的形势下，企业所面对的竞争压力也是前所未有的。对于一个企业来说，其竞争的主要领域在于销售环节。销售部门是整个公司的核心部门，其部门运作效率的好坏，将关系到企业的经济效益，关系到其竞争力的提高，关系到企业的长期发展。从这角度出发，强化对于销售部门的人力资源管理工作力度，对于企业的生死存亡至关重要。人力资源的重心在于绩效考核环节，这是对于销售人员工作的认定和考核方式，有利于企业营销目标的分解，销售流程的监控和销售结果的评价，是对于员工进行激励的主要依据。文章在这样的背景下，对于现阶段基于企业战略目标的考核体系的建立，考核指标和标准的设置以及考核的公正性展开了研究。 文章采取理论研究与实证调查相结合的方法,从绩效考核理论入手，对目标管理法、关键事件法、平衡计分卡、360度考核方法等国际上使用比较普遍的绩效考核体制进行了全面的阐释，并分析了其方式的优势和缺陷。然后以S烟草公司销售人员绩效考核体制为出发点，详细介绍了目前公司销售人员的业绩考核的实际情况，在此基础上对于考核体制中的缺陷和不足进行了揭露。再结合相关的实践经验和理论，详细解答了如何有针对性的设计S烟草公司销售人员绩效考核体系，对于其优化的思路，设计的目的和设计的切入点都一一说明。最后在平衡计分卡(BSC)的思想的指导下，从其四个维度:财务维度、业务流程维度、客户维度以及创新学习维度，将关键绩效指标(KPI)作为核心进行绩效考核体系的层层设计，同时为绩效考核结果的运用设计了相应的配套保障措施，从而探索提出更有效且切合实际的烟草公司销售人员绩效考核体系，有利于极大程度上的激发公司员工的工作热情，从而实现企业的健康，稳定，持续的发展。
英文摘要：	With the continuous development of our country market economy and the constant improvement of market mechanism, the competition between enterprises become increasingly intensified. Sales Department as the company’s department of assuming the results revenue has a very urgent and critical research topic, and that is how to manage the company’s sales and the full development of human resources. Performance appraisal as an evaluation and assessment work and capacity sales performance means, played an important role on decomposition of goals, process monitoring,outcome evaluation and motivation development. So the main content of this essay is how to select the appropriate stage of corporate development and strategic objectives of the evaluation system, how to set up evaluation indicators and evaluation criteria, and how to do fair and equitable assessments. This essay takes the theoretical research and empirical investigation method of combining. The essay starts from the perspective of the theory of performance appraisal, and introduce and analyze the strengths and weaknesses of the target management method, the critical incident method, balanced scorecard and 360 degree performance evaluation method performance appraisal system implementation method which at present are widely applied at home and abroad. Then the essay studies the performance appraisal of the tobacco company S sales business, analyzes the present situation of the tobacco company S sales performance evaluation, finds out the problems existing in the tobacco company S sales performance evaluation, and describes the optimization of tobacco company S sales business performance appraisal system’s design ideas, purpose and focus. With the aid of the thought of the balanced scorecard (BSC), from a financial, customer, internal business processes, and innovation and learning four dimensions, we use the key performance indicators (KPI) as the core layer design of performance appraisal system, design for the use of performance appraisal results, at the same time design the corresponding safeguard measures.These are to put forward a more effective and sensible company sales staff performance appraisal system, thus arouse the enthusiasm of employees and better promote the development of the company more quickly.
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