毕业论文 改进工程机械代理商销售人员绩效考核之我见.doc

本科毕业论文 改进工程机械代理商销售人员绩效考核之我见 内容提要 绩效考核又称绩效评估、绩效考评、考绩等等。工作绩效考核就是组织各级管理者通过某种手段对其下层的工作完成情况进行定量与定性评价的过程。这个评价过程的完成质量不仅仅在于说明各级员工的工作完成情况，更重要的是在于通过这些评价去指导员工进行有计划的工作改进，以达到组织发展的要求。 本文以绩效考核的基本理论为基础，首先分析了工程机械代理商行业发展的特点及前景，然后对工程机械代理商的绩效考核现状和存在的问题进行了分析，最后从绩效考核制度的基本思想、调整思路、新的考核结构等几个方面提出了应如何改进工程机械代理商的绩效考核。 关键词：工程机械行业；销售人员；绩效考核；措施 Abstract Performance Assessment, also known as performance evaluation, performance appraisal, performance appraisal, and so on. Performance appraisal is the work of the Organization of managers at all levels through the means of some of its lower completion of the work of the quantitative and qualitative evaluation process. The completion of the evaluation process that is not only the quality of staff at all levels of the work is completed，More importantly, through these assessments to guide staff planned to improve the work in order to achieve organizational development. In this paper, in order to assess the performance of the basic theory, First of all, analysis of the mechanical engineering industry agents and the prospects for the development of the characteristics, Agents of mechanical engineering and performance of the current situation and existing problems are analyzed, From the last performance appraisal system, the basic ideas, ideas adjustment, the new examination structure, and so on several aspects of how the machinery works to improve the performance of agents. Keywords：construction Machinery Industry；Salesman；Performance Assessment；Measures 目 录 一、绩效考核的含义…………………………………………………………5 （一）绩效考核的概念……………………………………………………………………5 （二）绩效考核的作用……………………………………………………………………5 （三）绩效考核方法的选择………………………………………………………………5 二、行业基本情况……………………………………………………………6 （一）工程机械行业发展现状与前景……………………………………………………6 （二）工程机械行业实行代理制的原因…………………………………………………6 （三）工程机械代理商经营状况分析……………………………………………………6 三、工程机械代理商销售人员绩效考核的现状……………………………7 （一）当前工程机械代理商销售人员考核绩效模式……………………………………7 （二）当前销售人员绩效考核模式的积极作用…………………………………………8 四、工程机械代理商销售人员绩效考核的问题……………………………9 （一）销售人员缺乏成本意识，代理商销售费用大幅上升……………………………9 （二）容易产生个人英雄主义，不利于销售队伍的建设…