.........................................................................................................................................I Abstract...................................................................................................................................II 第 1 章 绪论...............................................................................................................................1 1.1 研究背景及意义..................................................................................................................1 1.1.1 研究背景...................................................................................................................1 1.1.2 研究意义...................................................................................................................2 1.2 国内外研究现状..................................................................................................................2 1.2.1 国外研究现状...........................................................................................................2 1.2.2 国内研究现状...........................................................................................................4 1.3 研究内容、思路与方法......................................................................................................6 1.3.1 研究内容、思路.......................................................................................................6 1.3.2 研究方法...................................................................................................................7 第 2 章 绩效考核相关理论概述...............................................................................................9 2.1 绩效考核基本理论..............................................................................................................9 2.1.1 绩效的含义...............................................................................................................9 2.1.2 绩效考核的含义.....................................................................................................10 2.1.3 绩效管理的含义.....................................................................................................10 2.1.4 绩效管理与考核的关系.........................................................................................11 2.1.5 绩效考核与人力资源管理的关系.........................................................................12 2.2 常用的绩效评价方法........................................................................................................12 2.2.1 平衡计分卡法（BSC）...........................................................................................12 2.2.2 关键绩效指标法（KPI）.......................................................................................14 2.2.3 目标管理法（MBO）...............................................................................................15 2.2.4 360°绩效考核法..................................................................................................16 第 3 章 好想你绩效考核现状及问题.....................................................................................17 3.1 好想你公司简介................................................................................................................17 3.1.1 公司基本情况.........................................................................................................17 3.1.2 好想你销售人员背景分析.....................................................................................18 3.2 好想你销售人员绩效考核现状........................................................................................20 3.2.1 好想你销售人员绩效考核方式.............................................................................20 3.2.2 好想你销售人员绩效考核方法.............................................................................203.2.3 好想你销售人员绩效考核过程.............................................................................22 3.3 好想你销售人员绩效考核问题以及成因........................................................................22 3.3.1 好想你销售人员绩效考核访谈调查.....................................................................22 3.3.2 好想你销售人员绩效考核存在的问题.................................................................23 3.3.3 好想你销售人员绩效考核存在问题的原因.........................................................25 第 4 章 好想你销售人员绩效考核改进方案.........................................................................29 4.1 好想你销售人员绩效考核体系改进目的和原则............................................................29 4.1.1 改进的目的.............................................................................................................29 4.1.2 改进的原则.............................................................................................................30 4.2 好想你销售人员绩效考核体系改进流程........................................................................31 4.2.1 好想你销售人员绩效考核体系改进的思路.........................................................31 4.2.2 好想你销售人员绩效考核体系改进的指标选取.................................................32 4.2.3 好想你销售人员绩效考核体系改进的指标权重设置.........................................34 4.3 好想你销售人员绩效考核体系的实施............................................................................40 4.3.1 设置绩效考核的周期和流程.................................................................................40 4.3.2 注重中期检查.........................................................................................................41 4.3.3 考核阶段结果应用改革.........................................................................................42 4.4 好想你销售人员绩效考核体系实施反馈........................................................................42 4.4.1 开展绩效反馈面谈.................................................................................................42 4.4.2 建立绩效申诉制度.................................................................................................43 第 5 章 好想你销售人员绩效考核体系的实施保障措施.....................................................45 5.1 设置绩效考核组织机构....................................................................................................45 5.1.1 成立领导团队.........................................................................................................45 5.1.2 建立职能办公室.....................................................................................................45 5.1.3 明确分工与责任.....................................................................................................45 5.2 建立健全制度保障............................................................................................................46 5.3 加强绩效监督保障............................................................................................................47 5.4 绩效考核创新方案的改进调整........................................................................................47 结论与展望...............................................................................................................................48 1.研究结论......................................................................................................................48 2.研究展望......................................................................................................................48