山东凤祥食品有限公司营销人员绩效考核改进分析-analysis on improvement of performance evaluation of marketing personnel in shandong fengxiang food co., ltd..docxVIP

AbstractPeformancemanagementisthecoreproblemofmodernhumanresourcemanagementandakindofmanagementtoolandmeans.Effectiveperformanceappraisalsystemcouldhelpenterprisereachhismission,createhighperformance,andpromotethesustainabledevelopmentofenterprise.Therefore,establishinganeffectiveperformanceappraisalsystemincreasinglygetsenterprisehighlyvalue.Influencedbytheoperationenvironmentandthechangingorganizationalstructure,thetraditionalperformanceappraisalsystem,whichwasorientedbytheperformanceofthesalesresults,hasbeenchallengedbythiscircumstance.Salesmanperformanceappraisalbecomesthefocusoftheoryandpracticesector.ThisthesistakesShanDongFengXiangFoodCo.Ltdastheobjectofresearch.Theauthordiscusseshowtoimprovethesalesmanperformancethroughthebetterperformanceappraisalsystem,soastoenhangcethewholeperformanceoftheenterprise.Firstly,Iadopttheunregisteredquestionnaireinvestigationmodetoobtaintheproblemsinsevencategoriesoftheperformanceappraisalsystem:theseparationofperformanceappraisalobjectivesfromcorporatestrategicobjectives;themissingofperformanceappraisalindicatorsandcriteria;theneglectoftheteamsperformanceappraisal;lessapplicationsofperformanceappraisalresults;thelacksupportofseniormanagersforperformanceappraisal;thelackofeffectivecommunicationandperformancefeedback;nochannelofperformanceappraisalthroughwhichdepartmentsandstaffcancomplain.Secondly,basedonthemarketingstrategyofShanDongFengXiangFoodCo.Ltd,Iapplythebalancedscorecardtodeterminethemeasuredindicatorsfortheperformanceappraisalfromthefouraspects:finance,customer,internalprocessandlearningandgrowth,andselectthekeyperformanceindicatorsaccordingtotherelationshipofcauseandresult.Theindicatorsareasfollows:Marketingplancompletionrate,turnoverratioofreceivableaccounts,baddebtrate,cost-profitabilityproportion,marketshare,contributionrateofcustomeraverageprofit,customersatisfaction,customer’attentiontothenewproducts,evaluationofkeycustomers,marketforecastaccuracy,timelydeliveryofgoods,theefficiencyoftheproperlysolvingaboutcust