本文首先对研究背景和研究意义进行了阐述，并介绍了绩效考核的基本理论和方法
其次，在 HQ公司销售人员绩效考核现状的基础上开展问卷调查，分析调查结果找出绩
效考核的不足之处。针对问题和原因提出选择 KPI 结合 360度的绩效考核方法，并对该
考核方法的可行性和适用性进行了分析，接着对 HQ公司销售人员 KPI 结合 360的考核
方案进行优化设计。最后，分析了实施过程中可能存在的一些问题，并针对性的提出该
绩效考核方案的保障措施
本文的研究成果可以直接作为 HQ 公司绩效管理体系的一部分加以应用，并希望对
国内其他饲料企业在面对类似问题时有一定的借鉴价值
关键词：绩效考核；销售人员；KPI；360 度评价
研究类型：应用研究III
Subject：Optimization Research on the performance appraisal of sales person nel in HQ
company
Speciality：MBA
Name ： Sheng Pei(signature) 1
Instructor： Fan qi(signature ) 1
ABSTRACT
As an important part of human resources management，performance appraisal is an
important vehicle for an enterprise to manage, control and to do decision management. And
performance appraisal is also the foundation of the entire human resource management
module. The hot issue of a modern enterprise is How to improve the performance of
employees to enhance its core competitiveness. State-owned enterprises prefer to use the
performance appraisal program which suit themselves, because they are developing rapidly.
Feed production is an important livelihood industry, which inoculated plants, even under the
livestock industry, is the source of animal food safety, directly related to people&39;s health. Feed
production is an important livelihood industry, which connects crop farming and
stockbreeding. It is the source of animal food safety, and directly related to people&39;s health. In
the process of continuous development of feed enterprises are facing many problems,
especially for the performance appraisal of salesman needs to be strengthened. Effective
performance appraisal plays an important role in the professional development of salesman.
The results of performance appraisal can help salesman to find their own shortcomings in the
work and improve in time, to promote sustainable development, and further enhance the core
competitiveness of the enterprise. Therefore, to design a practicable performance appraisal
program for sales staff of feed enterprises, and to build an excellent marketing team is the key
to strengthen a modern enterprise for existence.
Firstly, the paper introduces the research background and significance, and introduces
the basic theory and methods of performance appraisal. Secondly, the paper analyzes and
investigates the current situation performance appraisal of HQ Corporation’s sales staff, and
finds out the main problems and reasons in the current performance appraisal. Aiming at the
problems and reasons, the paper puts forward KPI and 360 degrees performance appraisal
method, and analyzes the feasibility and applicability of the method. Sponsor and fulfill the
KPI of HQ Corporation’s sales staff with the assessment scheme of 360 degrees method.
Finally, the paper analyzes some problems that may exist in the implementation process, and
puts forward some measures to ensure the performance evaluation.IV
The research findings of this paper could be used as a part of the performance appraisal
system of HQ Corporation. And hoping to have some reference value for other domestic feed
enterprises when they faced of similar problems.
Key Words：Performance Appraisal; Sales personnel; KPI; 360 Degree Performance
appraisal
Research Type:Application ResearchV
目录
第一章绪论.........1
1.1 研究的背景及意义1
1.1.1 研究背景.........1
1.1.2 研究意义及目的 .........2
1.2 国内外研究现状....3
1.2.1 国外研究现状 .3
1.2.2 国内研究现状 .5
1.3 研究内容与方法....8
1.3.1 研究内容与框架 .........8
1.3.2 研究思路与方法.......10
第二章绩效考核基本理论和方法综述...........11
2.1 绩效考核简介......11
2.1.1 绩效考核的定义 .......11
2.1.2 绩效考核的基本原则 ...........11
2.1.3 绩效考核的内容和程序 .......12
2.2 绩效考核的主要方法......13
2.2.1 360 度评价 ....13
2.2.2 目标管理法 ...15
2.2.3 关键绩效指标法 .......15
2.2.4 平衡记分卡...16
2.3 考核指标权重设定方法..16
2.3.1 主观经验法...17
2.3.2 德尔菲法.......17
2.3.3 层次分析法 ...18
2.3.4 权值因子法 ...18
第三章 HQ 公司销售人员绩效考核现状分析20
3.1 HQ 公司及营销部简介 ....
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