【毕业论文】拉芳（中国）广州分公司销售人员绩效管理探析[精品].docVIP

拉芳（中国）广州分公司销售人员绩效管理探析 摘要 随着我国市场经济的发展和市场机制的不断完善，企业间的竞争日趋激烈。在实现经营目标的过程中，销售人员的销售能力和业绩水平关乎着企业的生存和发展。所以如何提高销售人员的绩效水平成为越来越多企业关注的热点，对很多企业来说，如何找到企业销售人员管理上存在的问题，如何通过绩效管理帮助销售人员进行绩效改进，最大程度提高企业效益是一个十分值得研究的课题。 本文在对国内外相关研究成果进行综合阐述的基础上，以国内销售人员绩效管理现状分析为背景，结合拉芳（中国）广州分公司实际，对广州拉芳销售人员绩效管理存在的问题进行探析，找出原因并尝试为广州拉芳公司销售人员构建绩效管理体系：销售人员绩效计划的制定，销售人员绩效考核体系的建立，销售人员的绩效反馈，绩效考核结果的应用以及绩效管理的沟通。 关键词：绩效管理；销售人员；拉芳 THE STUDY OF AVON (CHINA) GUANGZHOU BRANCH SALESMAN PERFORMANCE MANAGEMENT ABSTRACT With Chinas market economy development and constant completion of market mechanisms, the competitive between enterprises is becoming more and more intense. In the process to achieve operational objectives, the salesman’s ability and performance level of sales related to the survival and development of enterprises. So how to improve the level of sales performance to become more and more the focus of attention of many enterprises, for many enterprises, how to find out the management problems from their own salesman, through performance management how to help the salesman to improve their performance, so as to maximize improve efficiency for the enterprise, that is a topic worthy of study. In this paper, on the basis of statement and exploration both at home and abroad related research results, use the status quo analysis of domestic sales performance management as a background, combination of Avon (China) Guangzhou Branch reality, discus and analysis the problems of salesmen performance management of Avon Guangzhou, to find out the reasons and try to build a sales staff performance management system for Avon Guangzhou, as follows: to plan salesmen performance, to set up salesmen performance appraisal system, feedback of salesmen performance, to use the results of performance evaluation and the communication of performance management. Key words: performance management; salesmen; Avon 目 录 1 绪论 1 1.1 销售人员绩效管理影响因素的研究概述 1 1.2 销售人员绩效管理存在问题的研究概述 1 1.3 销售人员绩效管理问题研究对策的概述 2 2 拉芳（中国）广州分公司销售人员绩效管理现状 4 2.1 拉芳(中