日化企业销售人员的绩效评价体系研究

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1、ABSTRACT天津商业大学硕士学位论文日化企业销售人员的绩效评价体系研究姓名：赵春艳申请学位级别：硕士专业：企业管理导教师：梁镇20090501iiiABSTRACTABSTRACTPerformanceevaluationisveryimportanttothedevelopmentofenterprises.Theimportanceismainlyinthefollowingtwoaspects:performanceevaluationisaprerequisiteforrationalevaluationofhumanresources;performanceevaluation

2、isorganizationalguaranteetoachievethestrategicgoalofenterprise.Saleisveryimportanttoenterprises,too.Ifthesaleofanenterpriseisbad,itmeansthatthecorporationisgettingworseandmaybeitwillnotsurviveoneday.Therefore,enterprisesattachgreatimportancetosaleandstrengthenthesalesstaffsmanagement.However,inChin

3、a,performanceevaluationsystemisunscientificandimperfect.Anditcouldn'tserveanypurpose.Theroleofperformanceevaluationcannotbefullyrealized.Sothispaperisbasedontheabovereasons.SomepracticalproblemsweresolvedinthepaperTheconstructionarrangementandthemaincontentsofthispaperareasthefollowings:chapter1int

4、roducesresearchbackground,meaning,purposeinnovationandmethodsofthisthesis;chapter2reviewscorrelativehistoryliteratureandthelatestresearchonthetopic;chapter3analysesthecharacteristicsofcivilchemicalindustryandsalesstaff,andpointsouttheproblemsanddifficultiesofperformanceevaluation;chapter4combinesas

5、pecificcaseanddesignssalesstaff'sperformanceevaluationindexsystemforcivilchemicalcorporations;chapter5designstheprocessofperformanceevaluationandgivesoutrecommendationsonthespecificimplementationofperformanceevaluationsystem;chapter6advisesenterprisestoestablishsupportsystemsforperformanceevaluatio

6、n.Therearetwobasicthinkingmodesinthispaper:inductionanddeduction.Bothcriterionstudyanddemonstrationstudyareconducted;bothquantitativeandqualitativemethodsareemployed.Thisinnovationismainlyembodiedintwoaspects:thetaskperformanceofsalesstaffincivilchemicalindustryisassessedfromoldproductssales,newpro

7、ductssalesandsalenetworkcoverage;diversificationandweightofexaminersareresearchedinthispaper.Performanceevaluationindexsystemofsalesstaffwasdesignedandalotofrecommendationsweregiveninthepaper.Itisbelievedth