安美特化学有限公司销售人员绩效管理研究——基于客户管理角度工商管理专业论文.docxVIP

 PAGE 4 安美特化学有限公司销售人员绩效管理研究——基于客户管理角度 英文摘要 Subject: Research on Salesperson?s Performance Management Based on Customer Relationship Management Abstract Customers are the core of all business activity of enterprises. Salespersons are the key factor in achieving successful product marketing. They bear very important tasks in the process of converting product to currency. They play an important role in establishing, maintaining and developing the relationship with customers. The thesis, from the perspective of customer relationship management, combined performance management theory, linked salespersons performance management practice, analyze the salespersons performance management model of ATOTECH, and offer a suggestion of improvement. Chapter one points out the purpose and background of this study. Chapter two describes the meaning of performance and performance management, the chrematistics of performance, and factors of affecting performance. Then, it introduces the theory of customer relationship management. It includes the meaning of customer relationship management, customer satisfaction and customer loyalty, types of customer relationship. Then, it discusses the development of customer relationship and salespersons performance. Then, it introduces several performance management models according to literature review: Object Management act, Key Performance Indicators act and Balance Scorecard Model (BSC). Current research on salespersons performance management can be divided three categories: research of method of salespersons performance evaluation; research of salespersons of different type?s enterprises performance management; Research of current salespersons performance indicators. Chapter three introduces ATOTECH. Then it describes current problems about salespersons performance management of the company. 英文摘要 安美特化学有限公司销售人员绩效管理研究——基于客户管理角度 Chapter four is the key part of the thesis. It offered a suggestion of improvement of salespersons performance mana