毕业论文---销售团队绩效考核的难点与对策.docVIP

本科生毕业论文 销售团队绩效考核的难点与对策 姓　　名 　　号 专　　业 指导教师 摘 要 随着销售团队在企业中重要性的提高，销售团队的绩效考核也日益成为企业中的重要工作。如何做好销售团队绩效考核，成为企业关注关心的重要问题。本文运用文献分析法从销售团队的主要衡量指标，目前我国销售团队主要运用的绩效考核方法出发，进而分析目前我国销售团队绩效考核存在的一些问题，结合这些问题分析提出目前国内销售团队绩效考核的难点：销售团队绩效考核体系的设计与实施缺乏公平性、绩效管理体系不能与其他管理体系协同运作、绩效管理体系的设计过程缺乏双向沟通、销售指标大多是量化指标。并对这些这些难点进行剖析，对提出解决难点的措施的可行性进行分析，最后提出解决这些问题的一些方案和设想：做好绩效考核时的沟通、运用多种考核方法对销售团队进行全面绩效考核、根据企业自身情况制定适合自己销售团队的绩效考核方法、建立与绩效考核相匹配的相关体系，并结合实际，将一些比较有应用价值的绩效考核方法应用到销售团队的绩效考核当中。 关键词：销售团队；销售团队绩效考核；平衡计分卡；关键绩效指标 Abstract With the sales team in the enterprise important.Sales team performance assessment has become an important work of the enterprise.How well the sales team performance appraisal, become the important issues of concern.This paper uses literature analysis method from the sales team is main measure index, our sales team the main use of the performance appraisal methods, and then present our analysis of sales team performance appraisal problems, combined with the analysis of these issues put forward at present domestic sales team performance appraisal difficulties: sales team performance evaluation system design and implementation lack of fairness, performance management system and other management system coordination operation, the performance management system design process and the lack of two-way communication, sales targets are quantified index.And to these difficulties are analyzed, the proposed measures to conduct a feasibility analysis, finally puts forward the solutions to these problems and ideas: good performance when communication, using a variety of evaluation methods on the sales team for the comprehensive performance evaluation, according to the enterprise itself to suit their own sales team, performance appraisal method establishment and performance to match the related system, and combined with the practice, some have more value performance appraisal methods applied to the sales team performance appraisal. Key words:Sales team ；Sales te