企业销售人员绩效管理策略浅析本科毕业论文.docVIP

浅析企业销售人员绩效管理策略 摘要：随着市场经济的迅速发展和市场机制的不断完善,企业间竞争日趋激烈,越来越多的管理者意识到改善经营和管理对企业应对竞争的重要性。管理的核心是对人的管理,是通过一系列绩效考核指针形成系统的管理体系,因此,人力资源绩效管理在当代管理中的地位日益突出。销售人员在企业经营中担负着重要作用，对销售人员进行人力资源管理是企业一直探索的课题。通过建立有效的绩效管理体系，能够激励和约束销售人员的行为，促使其努力工作，提高其积极性和主动性，促进企业经营目标的实现。 本文先分析了销售人员绩效管理的背景，然后从一般意义上的绩效管理谈起,结合销售人员特点分析了销售人员的绩效管理的现状和存在的问题。接着在销售人员绩效管理问题的基础上提出了销售人员绩效管理的对策建议,并构建了销售人员绩效管理系统,该系统是个动态循环的系统,包括四个部分,即绩效计划,绩效实施、绩效考核及绩效回馈,并详细阐述了各个部分如何实施。希望能对销售人员的绩效管理实践有所裨益。 关键词：绩效考核 销售人员 绩效管理Brief Analysis Enterprise Sale Personnel Achievements Management Strategy Abstract: With the markets rapid economic development and continuous improvement of market mechanisms and competition among enterprises is becoming increasingly fierce, more and more managers realize that to improve the operation and management of enterprise response to the importance of competition. Management at its core is the management of people, is formed through a series of performance evaluation indicators system management system, and hence, human resources performance management position in contemporary management is increasingly prominent. Sales staff responsible for operations in the enterprise an important role in the sales staff of human resource management is the enterprise has been the subject of exploration. Through the establishment of an effective performance management system, able to motivate and restraint sales personnel, to promote its work to increase their enthusiasm and initiative to promote business goals. This paper first analyzes the sales performance management background, and then from the general sense of the talk about performance management, defines the definition of performance management and sales personnel definition. And then analyzed the characteristics of sales personnel with sales performance management status and problems. The fourth part of the sales staff performance management issues, based on the sales staff performance management policy proposals, and build a sales force to build performance managemen