How to assess the sales staff-.docVIP

 PAGE \* MERGEFORMAT 11 How to assess the sales staff? Moderator: reporter Wang She-feng Invited guests: The former general manager of group sales Langjiu Wine is now general manager of Chengdu Fu Li Xing-Tai Wang Anhui, China Wine Marketing Manager Wang Ji-Zhong The sales personnel in the principles of assessment She-Feng Wang: Mr. Wei Sichuan a few days ago I published a copy of the fax, I hope I appear in an addendum to the appraisal of the sales staff to do to explore. The reason to find two, because you have in this area are relatively experienced. Generally speaking, any performance appraisal system, mainly by the principles of assessment, evaluation factors and assessment methods, such as three parts, let’s mainly on the study from three aspects. Xing-Tai Wang: It should be said that the current internal management and specific market movements is difficult to complete unity together, so that enterprises in the assessment of sales staff have a certain bias, it is difficult to avoid. However, enterprises in the development of evaluation system should take full account of this point, as much as possible to minimize this bias, which requires enterprises in the development of the appraisal system should clearly define the corresponding principle. She-Feng Wang: What do you think the key should be made clear what principle? Xing-Tai Wang: Based on many years of practical experience, I think that in the development of sales staff appraisal system should at least adhere to the following three principles: First, the principle of equity, and second, the principle of rationality, the principle of the three challenges. The purpose of the principle of fairness is to make sense of each company’s sales force equal treatment of employees, and be able to assess the situation specific approach to development. In a fair environment, the sales staff’s enthusiasm in order to be fully mobilized. The principle of rationality require companies according to differe