跨国公司的目标管理与绩效考评（Target management and performance evaluation of multinational corporations）.docVIP

跨国公司的目标管理与绩效考评（Target management and performance evaluation of multinational corporations） Content and method of performance appraisal of sales staff Sales performance evaluation involves two aspects: the evaluation of the overall performance of the sales team and the evaluation of the personal performance of the sales staff. Generally speaking, the overall evaluation of the sales team includes three aspects: sales analysis, cost analysis and asset return analysis. Personal performance evaluation of sales personnel includes two aspects, subjective evaluation and objective evaluation, and the specific methods used are shown in figure: Sales analysis, sales cost analysis, and asset return analysis are important means of assessing overall sales effort. These measures can measure whether sales efforts are consistent with the marketing goals of the Department, and can help to find out whether it needs to be improved and how to improve. Although these methods can also provide some useful information for personal performance evaluation, it is not enough to rely on such information. Because these methods are used for evaluation around sales, sales staff may ignore the information back to the company from the sales value, it also ignores the good reputation and sales staff to create new customers to spend in the development of Ken has the long-term value of the efforts and so on. Therefore, some measures should be taken to evaluate the personal performance of sales staff. Of course, the summary of personal performance also reflects the overall performance of the company to some extent. Generally, there are two scales to evaluate the personal performance of sales staff, that is, job standards and functional requirements. The evaluation of these two scales is objective evaluation and subjective evaluation. The following are discussed in these two scales of personal performance evaluation content and methods. (1) objective evaluation Job standards are the expectations and requi