快速消费品行业销售人员绩效考核体系的优化探究——以W公司为例.pdfVIP

Abstract In this paper, previous studies were then put together, on the basis of elaborated business assessment methods commonly used in sales performance, and fast moving consumergoodsindustry,whichcharacterizedthisparticular salesperson.ThentheWsas a case studyofW corporateperformance management issuesrelated analysisto identify thekeyperformanceindicatorsforthesalesstaffassessmentanddeterminetheproportion of each indicator analytic hierarchy process. Finally solve these problems, to sales professionals, and sales of these two positions is designed as an example, draw a reasonable and effective performance appraisal program.Optimization of paper Ws an example of the performance appraisal discussion is intended to hope to provide some reference value to improve the assessment program with the industrys marketing staff. We hope that other companies can learn from this paper, combined with their own situationto develop areasonable andeffectiveperformance appraisalprogram, and after the implementation to constantly be adjusted according to changes in the market, in accordancewithperformance managementrequirements fordynamicmanagement ofthe setsofperformanceappraisalprogram. Keywords FMCG;Sales;performanceappraisal;WCompany : 万方数据 目录 第一章 绪论2 1.1研究背景2 1.2 问题的提出2 1.3 研究的目的和意义2 1.3.1研究目的2 1.3.2研究意义2 1.4 论文的主要内容与可能的创新3 1.4.1论文的主要内容3 1.4.2本文可能的创新之处3 第二章 相关理论及研究综述4 2.1 国外研究综述4 2.2 国内研究综述6 2.3快速消费品行业的销售人员的特点7 2.4 影响销售人员绩效考