abc公司销售人员绩效管理制度改进研究

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1、THERESEARCHOFSYSTEMATICIMPROVEMENTOFSALESPROFORMANCEMANAGEMENTFORABCCOMPANYABSTRACTInrecentyears,ERPsystemiswidelyusedinamultinationalcorporation.WithERPtemplates,standardizationofmanagementismoreandmoredeeplytoeachdepartmentofthecompany.Althoughthestandardizationof

2、humanresourcemanagementcostadvantageisveryobvious,butbytheproblemsisveryoutstandingmeanwhile.Oneofthemainproblemistherigidmanagementsystem,thelackofhumanisticcare,lackofpersonalityandregionaldifferences.ManagersofEnterprisesneedtocarefullyconsiderthebalanceofstandar

3、dandactualperformancewiththeconsideringofdiminishingeffect.ABCCompanyisadoptingstandardizedmanagementmodel,whichledtothefailureofperformancemanagement.Itsmotivationsystemhasgreatdifferencewiththeactualneedsofemployees.Salesstaff'sworkenthusiasmisrestricted;theperfor

4、manceofweakgrowth,rapiddeclineinteamcohesion,andthewholesalesteamseemstobeintoaviciouscycle.ThispaperfirstanalyzesthepainofABCCompanyanditsadvantage万方数据anddisadvantagesoftheexistingperformancemanagementsystem.Thenasurveyandtheoreticalanalysismethodwasadoptedtofindso

5、memethodstosolvetheproblemsofthecompany.Throughthesalesorganizationstructure,workingprocess,settinguptheKPIandsalaryadjustmentmethodstoimprovetheABCcompanyperformancemanagementsystem.Andthroughthesecondsurvey,theresulthasbeenverified.Finally,thispaperalsoanalyzedthe

6、limitationsoftheresearchandaccompaniedbytheenlightenmentintheend.KEYWORDS:performancemanagement,salesManagement,motivation,systemimprovement万方数据目录第1章绪论...................................................................................................................

7、........................11．1研究背景和意义.............................................................................................................................11.1.1研究背景................................................................................................

8、.........................................11.1.2研究意义.......................................................................................