摘要
销售人员的绩效管理是现代企业生存和发展的关键要素之一,也是人力资源管理的重要课题。如何使销售人员有效地完成业绩,并且长期为企业服务,将使企业的经营收益和抗风险能力大大提高。从事销售职业的人员众多,从中甄选合格人员、设立有效的激励机制、配置合理的资源、提供适当的薪酬、规划相对理想的职业发展路径,都将有利于销售团队的建设和成长,有利于销售人员的业绩增长。通过对销售人员实施绩效管理,提高销售人员绩效能力,使得企业在市场竞争中获得优势,是各类企业共同关注的课题。
论文首先对研究的目的、意义、背景和方法作了介绍,然后对绩效管理的相关理论进行阐述,之后介绍WK公司的基本情况,对销售人员的绩效现状进行分析,通过对行业背景、市场容量、销售特点、薪酬结构、激励机制等进行详细分析,找到WK公司销售人员绩效不足的原因,提出改进措施,初步形成一套结合企业实际,具有可操作性的的绩效管理对策。最后对全文进行总结,提出持续改进的方向。
关键词:优质工业快消品;销售人员;绩效管理
Abstract
Sales staff performance management is not only one of the key elements of modernenterprise survival and development, but also an important topic in human resourcemanagement. How to make the sales staff to effectively complete performance and long-termservices for enterprises will greatly improve the enterprises income and risk resisting ability.
Number of professional staff engaged in the sale. The selection of qualified personnel, theestablishment of an effective incentive mechanism, a reasonable allocation of resources, toprovide appropriate compensation, planning a relatively ideal occupation development path,will be benefit for both the construction and development for the sales team and sales growth.
Through the sales performance management, the enterprises can obtain the competitionadvantage in the market, which is the common concern of all enterprises.
In this paper, the research purpose, significance, background and methods areintroduced firstly, and the related theories of performance management are expounded,secondly, the basic situation of WK company is described and performance status for salesstaff are analyzed, according to the analysis of industry background, market capacity, salespersonnel characteristics, matching, salary structure and incentive mechanism, the reason forthe WK insufficient sales staff performance is found. Therefore, the improvement measuresare put forward and a set of practical, operational performance of management strategies isinitially formed. At last, the direction of continuous improvement is proposed.
Keywords : high quality industrial consumer products; sales staff; Performancemanagement
目录
第1章绪论
1.1研究背景
1.2研究目的和意义
1.3研究方法和框架
第2章相关理论综述
2.1绩效管理理论
2.2员工绩效管理的激励理论
2.3职业发展的相关理论
第3章WK公司的概况
3.1WK公司的简介
3.2WK公司的销售现状
第4章WK公司销售人员绩效管理现状分析
4.1WK公司销售人员绩效管理的现状
4.2WK公司销售绩效管理存在问题的原因分析
第5章改进WK公司销售人员绩效管理的对策
5.1管理者重视销售绩效管理
5.2制定WK公司的绩效计划
5.3确定WK公司的绩效指标
5.4改进WK激励模式
5.5加强绩效沟通
5.6提髙绩效的其他方式
第6章论文结论和研究的局限性
6.1 论文结论
6.2研究的局限性
参考文献
致谢
