MBA学位论文
作者：杨婷婷
海信冰箱营销公司销售人员绩效考核体系优化研究
海信冰箱营销公司销售人员绩效考核体系优化研究
中文摘要
随着经济不断发展，企业面临的市场竞争加剧，人力资源发展为企业管理中
的重要资源，为众多管理者所关注，而员工绩效则是人力资源管理中的重点之一，
成为众多管理者关注的焦点问题。要提高员工绩效就需要进行绩效管理，其中绩
效考核是重中之重，也是员工绩效提升的关键，绩效考核体系的有效性尤为重要。
企业绩效决定其在市场竞争中的地位及市场份额，进而对企业的发展和生存产生
作用。绩效考核作为企业进行管理的重要工具，在增强企业市场竞争力、保障边
际收益上所起的作用越来越重要。海信冰箱营销公司作为海信家电市场发展的关
键部门，受到市场的冲击更是明显，其组织构成又以销售人员为主，员工绩效的
提升需求迫切。
本文以海信冰箱营销公司的销售人员为主要研究对象，在对绩效考核相关理
论进行深入探讨的基础上，根据课题研究中整理的大量相关数据、资料等，运用
文献研究、调查问卷、访谈法、专家意见法等获取基础资料和数据，分析公司销
售人员绩效考核存在的绩效理念、组织机构与执行、规章制度与落实、考核流程
与执行、考核方法选择与执行等方面的问题，理清绩效考核方案设计的思路，从
销售人员的绩效考核体系构建、绩效考核实施细节、绩效考核结果运用入手，结
合绩效考核相关理论和公司销售人员管理的实际情况，运用BSC、KPI、目标管理
卡等系统化方法分别对考核中出现的问题进行优化和改进，设计出切实可行且具
有完整体系的销售人员绩效考核方案。
本文旨在通过优化海信冰箱营销公司销售人员绩效考核体系来提升公司的
整体绩效，帮助增加员工积极性，激发其绩效潜力，保障冰箱营销公司和海信冰
箱公司的战略目标实现。
关键词:绩效考核，绩效指标，销售人员
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MBA学位论文
作者：杨婷婷
海信冰箱营销公司销售人员绩效考核体系优化研究
RESEAECH ON THE OPTIMIZATION OF SALES
PERSONNEL PERFORMANCE APPRAISAL SYSTEM
OF HISENSE REFRIGERATOR MARKETING
COMPANY
Abstract
With the continuous development of economy, the market competition faced by
enterprises is intensifying. As the first resource of enterprises, human resources have
been paid attention by many enterprises, and employee performance is one of the
focuses of human resources management, which has become the focus of many
managers. To improve employee performance, performance management is needed. As
the most important part of performance management, performance appraisal is the key
to employee performance improvement. The effectiveness of performance appraisal
system is particularly important. The performance of enterprises directly affects the
market share, and then affects the development and survival of enterprises. Therefore,
as a part of modern enterprise management system, performance appraisal plays an
increasingly important role in promoting the core competitiveness of enterprises and
ensuring the marginal income. As a key department of Hisense Company's market
development, Hisense refrigerator business department has been impacted by the
market more obviously, and there is an urgent need to improve employee performance.
This thesis takes Hisense refrigerator division as a case study. On the basis of in-
depth discussion on relevant theories of performance appraisal, based on a large number
of relevant data, materials and first-hand materials collected in the early stage of the
study, and using research methods such as literature research, research interviews,
expert opinions, statistical analysis, etc., this thesis analyzes the performance concept
and awareness, governance structure, regulations and performance evaluation tool,
selection andimplementationof assessmentmethods, etc.,clarifythe ideaof
performance assessment system scheme optimization design, start with the construction
of performance appraisal system for salesmen,details of performance assessment
II
MBA学位论文
作者：杨婷婷
海信冰箱营销公司销售人员绩效考核体系优化研究
implementation andapplication of performance assessmentresults, combine the
relevant theories of performance assessment and the actual situation of the refrigerator
business department, and use key performance indicators, balanced scorecard Objective
management card and other systematic methods are used to optimize and improve the
problems in the evaluation, and design a feasible and complete sales staff performance
evaluation system.
The purpose of this paper is to improve the overall performance of the refrigerator
business unit through the improvement and optimization of the sales staff performance
appraisal system, help improve the skills and enthusiasm of employees, maximize the
potential of employees, and ensure the realization of the strategic objectives of the
business unit and Hisense Company.
Keywords: Performance appraisal,performance indicators,sales personnel
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