I 内容摘要 近年来，随着国家级地方针对房地产行业出台了一系列政策法规，以限制房价过快增 长，使得房地产市场的发展陷入了前所未有的困境之中。对于房地产行业来说，销售人员 是极为重要的，房地产企业发展的好坏，在销售人员的销售业绩有着极为密切的联系。一 支优秀的、有战斗力的销售队伍，对于房地产企业的效益将会产生极大的影响，可以说在 一定程度上决定了房地产企业发展的好坏。基于此，房地产企业之间对于销售人才的争斗 是非常激烈的。房地产企业除了有争斗销售人才以外，还需要加强对销售人员的管理，绩 效考核就是其中极为重要的部分，完善的绩效考核指标体系能够确保企业更好的实现对销 售人员的奖惩，为企业提供合理的奖惩标准，从而更好的激发销售人员的工作热情和对企 业的忠诚度，因此，必须要重视该体系的建设，这对房地产企业健康长久的发展有着至关 重要的意义。 本文在研究过程中，选择了Z房地产公司的销售人员作为研究对象，重点研究了该公 司的绩效考核制度。研究过程中，不仅进行了实地走访调研，而且还发放了调查问卷，通 过调查，较为全面的了解了其公司员工绩效考核现状，并从中发现了存在的一些问题。主 要有：考核理念相对滞后，很多人并不重视绩效考核的作用；绩效考核与结果反馈之间缺 乏有效的沟通，二者相互脱节；考核标准不明确，尚未建立健全的绩效考核体系；考核结 果的应有作用没有得到充分发挥，无法通过绩效考核的激励员工的工作积极性。根据以上 分析，本文针对Z房地产公司存在的问题进行了员工绩效考核优化方案设计，从公司目标 和原则出发，根据公司战略制定优化绩效管理制度；对公司考核权重进行了合理分配并计 划建立一套以目标管理与激励相结合为导向的考核制度。 关键词：房地产公司；优化；绩效考核；销售员工； Abstract II Abstract Inrecentyears,therealestatemarketisfacingseverechallenges,nationalandlocalhouse pricecontrolpolicy,anumberofpolicybringgreatinfluencetothedevelopmentofrealestate enterprises,therealestateindustry,salesstaffhasbeenthebackboneofthedevelopmenttrendof arealestateenterprisedependsheavilyontheperformanceofsalesstaff,excellentsalesstaff abouthowrealestateenterprisesbenefits,abouttherealestateenterprise'sfuturedevelopment. So,realestatecompaniessalestalentscompetition,inthefaceofwarfortalent,agood performanceappraisalindexsystemisoneofthetypesofrewardsandpunishmentsforsales staffistheimportanttool,withexcellentsalesstaffperformanceappraisal,providesthe reasonablerewardsandpunishmentstandard,therefore,itisnecessarytoattachimportanceto ideologicalandactionreasonablesalesstaffinordertoconstructaperformanceevaluationindex system,thesystemisofgoodsales,aboutthestandorfallofrealestateenterprisethepresent andfutureperformance,aboutwhethercanthehealthydevelopmentofrealestateenterprises. ThispapertakesthesalesstaffofZRealEstateCompanyastheobjectofstudy.Through visitstotheemployeeperformanceappraisalsystemofZrealestatecompanyandrandom questionnairesurveyofthesalesstaff,thispaperhasarelativelycomprehensiveunderstanding ofthecurrentsituationoftheemployeeperformanceappraisalofZrealestatecompanyand findsoutsomeexistingproblems.Therearemainly:theassessmentconceptisrelatively backward,notplacedinthecoremanagementposition;Disjointedbetweenassessmentand communicationandfeedback;Lackofclearassessmentstandards,performanceassessment systemisnotperfect;Thedueroleofassessmentresultshasnotbeenfullyplayed,andtherole ofmotivationcannotberealizedthroughtheapplicationofperformanceassessment.Basedon theaboveanalysis,thispaperdesignsanoptimizationschemeforstaffperformanceappraisalin viewoftheexistingproblemsofZRealestateCompany.Basedonthecompany'sgoalsand principles,thispaperformulatesanoptimizationperformancemanagementsystemaccordingto thecompany'sstrategy.Theassessmentweightofthecompanyhasbeenreasonablydistributed andasetofassessmentsystemorientedbythecombinationoftargetmanagementandincentive isplannedtobeestablished Keywords：Realestatecompany;Performanceappraisal;Salesstaff;Tooptimizethe 目录 III 目录 内容摘要..........................................................................................................................................I Abstract...........................................................................................................................................II 第1章绪论................................................................................................................................1 1.1研究背景及意义..............................................................................................................1 1.1.1研究背景...............................................................................................................1 1.1.2研究意义.................................................................................................................1 1.2国内外研究现状...............................................................................................................2 1.2.1国外研究现状.........................................................................................................2 1.2.2国内研究现状.........................................................................................................3 1.2.3研究评述.................................................................................................................4 1.3研究内容及方法...............................................................................................................4 1.3.1研究内容.................................................................................................................4 1.3.2研究方法.................................................................................................................5 第2章相关理论概述.................................................................................................................7 2.1绩效考核概述...................................................................................................................7 2.2理论基础...........................................................................................................................7 2.2.1需求层次理论..........................................................................................................7 2.2.2期望理论..................................................................................................................8 第3章Z房地产公司销售人员绩效考核现状..........................................................................9 3.1Z房地产公司概况.............................................................................................................9 3.1.1Z房地产公司简介...................................................................................................9 3.1.2Z房地产公司组织架构...........................................................................................9 3.1.3Z房地产公司现有销售人员情况.........................................................................10 3.2Z房地产公司销售人员绩效考核现状...........................................................................10 3.2.1现行绩效考核内容................................................................................................10 3.2.2绩效考核方法及评定............................................................................................11 3.2.3绩效考核结果应用................................................................................................12 目录 IV 3.3Z房地产公司销售人员绩效考核所存在的主要问题...................................................13 3.3.1问卷调查设计.......................................................................................................13 3.3.2结果分析...............................................................................................................13 3.4Z房地产公司的员工绩效考核存在的问题分析...........................................................19 3.4.1考核理念与发展战略不一致...............................................................................19 3.4.2考核结果不能及时反馈到员工...........................................................................20 3.4.3考核标准相对较为单一.......................................................................................20 3.4.4考核结果应用不能为销售人员带来激励性........................................