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1、ABSTRACTThecurrentsituationoftheincreasinglyfiercecompetitioninmobileindustry
wascausedbyitsevolvementtotheappearancelikeFastMovingConsumerGoods.
Quicklyoccupyingtheterminalmarketandthefast-growingofsalesrevenue
becomesthedevelopmenttrendofthemobilephonemanufacturers.Hence,theymust
expandth
2、eirmarketingcoveragerapidlyandbuildthepowerfulsalesteam,especially
forthe3&4tiercities,andofcourseenhanceitinthe1&2tiercitiescontinuously.
Themoredistricttheycovers,themoreimportantsalesteammemberswouldbe.So,
theperformanceassessmentforthemwillbenodoubtvital.Theunitaryassessmentof
salesreve
3、nueisunabletosuitforallthesalesteammember.Then,itisnecessaryto
combinetheperformanceassessmentofsalesandtheenterprisesstrategymore
scientificallyandclosely.TheresearchbackgroundofthearticleistheperformanceassessmentofNokia
FieldForce,anddeeplystudiedandanalyzedthesomeproblemsofitscurrent
si
4、tuationandexistence,suchastheignoranceoftheperformanceassessmentforthe
wholeteam,thelackoftheteamleader’sfunctionreflectionduringthesales
assessment,theunderlinedstandardofqualitativeindex,theapplicationstenosisof
theperformanceassessmentresultetc.Meanwhile,itsummarizedtheinsufficientand
im
5、provementofFieldForce’sperformanceassessment,andtobuildtheperfect
performanceassessmentsystem,andfindoutthenewthinkingwaysuitableforNokia
FieldForce.Besides,thearticleanalyzedNokia’sstrategytransformation,
decomposedthekeytasksofsalesdistrict,borrowedthethinkingofKPI,BSC,and
360evaluation,i
6、mprovedthegroupperformanceassessmentKPI,Sales
Representative’sperformanceassessmentKPI,Promoter’sperformanceassessment
KPI,andthefurtherapplicationof0-4scoringmethodsothatDistrictGeneral
Manager,CityManager,SalesRepresentativecoulddotheweightjudgmentforit.In
ordertoreachingthegreatestachiev
7、ement,SalesRepresentativeandpromoter’s
performanceassessmentshouldbecombinedintothewholeteamperformance
assessment,andsothepersonalandteamperformanceassessmentwillbecomethe
organicentirety.Theimprovedperformanceassessmentsystemcouldresolvesomeproblems
No
