l公司销售大区绩效管理分析

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1、AbstractCompanyLisinmaterialHandlingequipmentindustryandthecompetencyinthisindustryisfierce．Asthelifelineofthecompany，salesregiontakeschargeofsalesandaftersales．Whetherthesalesregioncanachieveitstargetundertheguidanceofcompanystrategicgoalsiscloselylinkedwithwhethertheperforma

2、ncemanagementsystemiseffective．Throughanalysesonproblemsintheexistingsystem，thispaperprovidessomeproposaltoadjustandoptimizetheperformancemanagementsystemincompanyL，withtheeventualgoalsofstimulatingemployeesproactivenessandthenachievingorganizationtargetthroughimprovingindivid

3、ualperformanceunderthepremiseofguaranteedinternalfairness．Thispaperisorganizedintofivesections：Firstly，theprefacegivesabriefintroductiononthepurpose，significanceandbackground，etc．，ofconductingresearchofthispaper．Secondlytheprocessofperformanceappraisalisoutlinedbasedonthefunda

4、mentaltheoriesofperformancemanagement．Atheoreticconclusionisprovidedonmajorperformancemanagementsystemssuchastargetmanagement，balancedscorecard，keyperformanceindicators，and360degreeperformanceappraisal．Thirdlythecurrentstatusofperformancemanagementforpositionswithinsalesregion

5、ofCompanyLispresented．Byfocusingonsalesrepresentativeandafter·salesserviceengineer．Thepaperanalyzestheadvantagesandweaknessesofcurrentperformancemanagementsystem，anddigsintotheroot·causesofexistingproblems．Followingaresuggestions，withreferencetoperformancemanagementtheories，to

6、attackproblemswithintheperformancemanagementsystemusedbysalesregionofCompanyL．Thesesuggestionsincludere-design，improvement，andfurtherstudiesonappraisaltargetset·up，execution，evaluation，feedback，andtheuseofappraisalresults．ThelastsectionissummaryandconclusionKeyWords：SalesRegio

7、n，PerformanceManagement，KPI目录目录第一章前言⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯。1第一节论文背景和研究意义⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯1第二节本文的研究内容及框架⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯。3第二章绩效管理概述⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯4第一节绩效管理的概念⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯。4第二节绩效管理的过程⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯。7第三节绩效管理的主要工具⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯11第三章L公司销售大区的绩效

8、管理现状⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯．19第一节L公司概述⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯⋯19第二节L公司销售大