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论文编号：	5873
作者编号：	2120112871
上传时间：	2013/12/5 19:59:27
中文题目：	KW公司销售人员绩效考核体系构建
英文题目：	Construction of the Performance Appraisal System of Sales Staff in KW Company
指导老师：	刘俊振
中文关键字：	啤酒行业 销售人员 绩效考核 绩效考核体系
英文关键字：	beer industry sales staff performance appraisal performance appraisal system
中文摘要：	随着我国经济的快速增长，国民消费能力和水平的不断提高，国内啤酒销量逐年提高，国内啤酒行业遇到了前所未有的机遇与挑战。KW公司作为国内啤酒行业的后起之秀，从产能上和产品的多样化上都作出了积极的努力，其业务不断拓展。为了在竞争中取得领先地位，KW公司着重对销售人员管理进行不断的探索，对于销售人员的绩效考核体系成为了销售人员日常管理中的重点和难点，如何让销售人员最大程度的提高其工作绩效成为了公司人力资源部门和销售相关部门管理的重中之重。 本文基于上述相关问题，论述了KW公司销售人员绩效考核体系的构建及其实际的应用效果。本文首先针对整体论文的研究背景和研究意义就行阐述，明确了文章的间就框架。然后介绍了绩效考核的相关理论知识，为整体论文的内容提供了理论依据。然后介绍了KW公司的具体情况及啤酒行业销售人员的相关特点，说明了KW公司的绩效考核现状，通过对销售人员相关特点和企业战略的论述，明确了绩效考核体系的重新设计思路，形成了一套以关键绩效指标方法，结合平衡计分卡相关思路的一套全新的绩效考核体系，详细阐述了绩效考核体系的内容和特点，并对运行的效果和保障措施进行了论述。最后提出了本文中主要结论的不足和需改进之处。 本文的这些研究和论述主要是为提高销售人员的主动性，加强其工作与企业战略的相关性，保持销售人员队伍的基本稳定，提出了一套为企业长期发展相关的绩效考核实践理论，也为同行业其他企业在制定绩效考核体系提供了可参考的内容和经验。
英文摘要：	With the rapid economic growth of China, the national consumption ability and level unceasing enhancement, the domestic beer sales increased year by year, the domestic beer industry meet the challenges and opportunities of the hitherto unknown. KW company as a domestic beer industry the bright younger generation, is to make positive efforts from diversified production capacity and product, its business development. In order to achieve the leading position in the competition, KW company focuses on exploring the sales management, the sales staff performance appraisal system has become the key point and difficult point of the daily management of sales staff, sales staff how to maximize the performance of a priority among priorities to the human resources department and sales department management. In this paper, based on the related problems, discusses the construction of performance appraisal system of KW company sales personnel and its actual application effect. In this paper, the research background and the research significance is expounded, defines the inter frame. Then introduces the related theory of performance appraisal, and provides a theoretical basis for the whole thesis. Then introduces the characteristics of the specific situation of KW company and the beer industry sales staff performance appraisal, explains the present situation of KW company, through to the sales personnel related characteristics and enterprise strategy is discussed, the re design of performance appraisal system, forming a set of key performance index method, combined with the Balanced Scorecard ideas a new performance appraisal system, expounds the content and characteristics of the performance assessment system, and the operation effect and security measures are discussed. Finally, the deficiency of the main results of this paper and need to be improved. These studies and discusses the main is to improve the initiative of the sales personnel, strengthen the relationship between work and the strategy of the enterprise, maintain the basic stability of the sales staff, put forward a set of long-term development for enterprises related to the practice of performance evaluation theory, but also for other enterprises in the same industry in the development of the performance appraisal system provides contents and experience reference.
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