【硕士论文】司销售人员绩效考核方案设计与实施
中南大学硕士学位论文长沙渴望医药公司销售人员绩效考核方案设计与实施姓名:肖文华申请学位级别:硕士专业:工商管理指导教师:周文辉20060523摘要销售人员作为企业与客户之间的桥梁,是企业的重要资源。在当前医药行业竞争日益加剧的情况下,企业为了要提高竞争力,在市场l二取得一席之地,必须要提升销售能力,其中,建立一支成功的销售队伍是取得成功的关键环节,而对销售人员绩效考核是实现该目的的重要途径之一。销售人员的绩效考核是销售管理的重要内容,是激励销售人员提高绩效的有效手段。论文运用管理学、市场营销学、人力资源管理学等相关学科的理论,针对渴望公司的迫切需求,结合该公司销售队伍管理现状,对该公司销售人员绩效考核设计理论进行了系统的研究,为该公司设计了完善的销售组织结构及销售人员绩效考核方案,并进行了实施和效果评估。文章共分五个部分。第一章绪论,内容包括问题的提出、研究的思路与研究方法以及本文的内容结构,第二章理论依据,介绍了销售人员绩效考核方案设计的理论依据;第三章现状分析,介绍了渴望公司现状,对销售队伍管理中存在的问题进行了阐述;第四章销售人员绩效考核方案设计,介绍了销售人员绩效考核方案的设计思路及设计的新方案;第五章新方案的实施及取得的成果。关键词销售管理,销售人员,绩效考核,KPIABSTRACT
As the bridge between the enterprises and the customers,Salersman
are the important resources(Currently the competition of medicine
industry isincreasingly fierce(It needs to advance the sales ability for the
enterprise to improve the competitive ability of the enterprise and to gain
ashare(It isvery important toset up afirst-class marketing team(The
performance evaluation of salesman is one of the important ways to get
the goals(The performance evaluation of salesman iS important content of
marketing management(Meanwhile itis an effective method to sprit up
performance of salesman(The thesis uses the theories of management,
marketing management and human resource management(According to
the present situation and inthe great need of kewang corpration,
the
salersman’S performance design theory isresearched
systematically,and
then the complete salers constraction and performance evaluation is
designed、applied and stratedy appraised(The dissertation
isconstituted of five chapters(In chaper 1,it is
introduction(Its content includes thequestion proposed,research
mentality and research technique as well as this article content structure(In chapter 2,it is theory basis(It introduces the design theory
basis and
the present research situation about thedomestic and foreign
performance evaluation of the Salesman(In chapter 3,it is analysis(It
introduces kewang enterprise’S present situation,and interprets the Sales’S
problem(In chapter 4,it is the redesign of the Sales teams’S performance
system(On the base of the present situation(it introduces the design
mentality,and redesigns the Sales teams’S performance system(In
chapter
5,it isthe redesign’S application and guaranteed measure(At last,
It
introduces the effect ofthe design when it has been put into practice(KEY WORDS marketing management,salersman,performance
evaluation,key performance index原创性声明本人声明,所呈交的学位
沦文是本人在导师指导下进行的研究工作及取得的研究成果。尽我所知,除了论
文中特另t!DNP((t标注和致谢的地方外,论文中不包含其他人已经发
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而使用过的
材料。与我共同工作的同志对本研究所作的贡献均已在论文中作了明确的说明。