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论文编号：	7035
作者编号：	2120122912
上传时间：	2014/12/10 16:58:32
中文题目：	HN公司销售人员绩效评价体系的优化研究
英文题目：	The Optimized Researchment of Sale’s Performance Evaluation System about HN Enterprise
指导老师：	崔勋
中文关键字：	快速消费品；销售人员；绩效管理；绩效评价体系
英文关键字：	Fast-moving Consumer Goods; Sales; Performance Management; Performance Evaluation System
中文摘要：	当今世界，处在经济全球化的时代。企业面临各种竞争，这其中有国内的，也有国外的。销售部门是企业利益的直接创造者，对企业发展的重要性至关重要。销售人员绩效的好坏直接影响着企业总销售业绩的成果，如何为销售人员制定合理的销售目标，并对绩效实施过程进行管理，如何帮助销售人员不断提高绩效，通过合理的绩效评价体系，员工的工作绩效被公正的考核，是本文研究的主要目的。 本文的研究对象为HN公司销售人员的绩效评价体系，首先对国内外相绩效评价体系，总结了其研究的方法、重点及结果，提供了论文的理论基础；其次，对HN公司销售人员绩效评价体系现状、公司概况、组织架构、人力资源状况等方面进行了实证研究，指出目前其在绩效评价方面存在的诸多问题；最后，针对HN公司人力资源现状及在绩效评价方面出现的问题，根据绩效考核科学的管理思想及内在要求，对HN公司现有的销售人员绩效评价体系进行了优化设计。此方案针对以前公司考核指标制定及权重分配不合理、考核指标过于单一、考核过程中出现的问题进行了优化改进，使考核指标更加明确，考核标准更加科学、合理，考核过程更加公开、透明。 本文通过对HN公司销售人员的绩效管理过程中出现的问题进行全面、深入的研究与探讨，设计出符合HN公司销售人员绩效评价体系实用性较强的一套方案，这样，同行业中其他企业如果有类似问题，可以借鉴一下本文的方法。科学、合理的绩效评价体系，能够提高个人、组织及企业的绩效水平，从而为企业战略目标的实现提供保证。本论文采用实证研究的方法，希望能对同行业中其他企业的绩效管理有所启发。
英文摘要：	With the coming of international market ’ era, our enterprise will face with more and more intensely competition in international and domestic market, sales department afford the sale’s pressure as an important department in one company. That is a very important problem — How to do the HR management and development of sale’s department! Sale’s performance impact the result of enterprise total sales. The purpose of this paper is, how to make a reasonable sale’s target, manage the process of performance implementation, how to help sales to improve their performance, how to make the performance evaluation system that fit to enterprise development, set relevant assessment standard base on it and appraise the performance assessment of employee. This paper take the example of HN enterprise to research the performance evaluation system. Firstly, summarize the content and concept of performance evaluation system in domestic and foreign; secondly, analyzing systematically the characteristics of FMCG and sales, the problems about the performance evaluation system in FMCG; thirdly analyzing the status about sale’s performance evaluation in HN enterprise, point out the problems according to the general situation、organization structure、HR status and specialty of sales in HN; finally for the HR status and the problems in performance evaluation system in HN corporate, according to the scientifically management thought and internal requirements for performance evaluation, to design a set of sale’s performance evaluation system that is fit to HN corporation’s development. This scheme optimize some unreasonable points such as, unsuitable performance indicator and weight、single performance indicator. It can make the performance indicator more clear, evaluation standard more scientifically、reasonable and evaluation process more open. Though analyzing and researching the problems in process of performance management in HN corporate, we can design a set of scheme highly fit to HN corporation’s performance evaluation system, so that it can solute some similar problems in same industry. A reasonable performance management scheme can get to the double-win between enterprise and employee, this can improve the employee’s performance and enthusiasm, so that the corporation’s strategy purpose can come true. This paper use the way of the empirical research, maybe it can provide some revelation to other enterprise’s performance management in similar industry.
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