摘要................................................................................................................................I ABSTRACT......................................................................................................................II 第1章绪论.....................................................................................................................1 1.1论文的研究背景................................................................................................1 1.2选题的目的和意义............................................................................................2 1.3研究的内容........................................................................................................2 1.4研究的方法........................................................................................................3 1.5本文的主要贡献................................................................................................3 第2章理论基础和文献综述.........................................................................................4 2.1绩效考评与绩效管理........................................................................................4 2.1.1绩效的概念.............................................................................................4 2.1.2绩效考评的概念.....................................................................................4 2.1.3绩效管理的概念.....................................................................................5 2.1.4绩效考评与绩效管理的关系.................................................................5 2.2绩效考评的主要方法........................................................................................6 2.2.1目标管理理论(MBO).............................................................................6 2.2.2关键绩效指标(KPI)................................................................................7 2.2.3平衡计分卡(BSC)...................................................................................8 2.2.4三种绩效考评方法的对比.....................................................................9 2.3销售人员绩效的影响因素................................................................................9 2.3.1公平因素.................................................................................................9 2.3.2激励因素...............................................................................................10 2.3.3环境因素...............................................................................................10 2.4相关文献综述..................................................................................................10 2.4.1国外文献综述.......................................................................................11 2.4.2国内文献综述.......................................................................................12 2.4.3国内外研究评述...................................................................................14 2.5本章小结..........................................................................................................15 第3章SC外贸公司销售人员绩效考评现状及问题诊断.........................................16 3.1SC外贸公司销售体系简介.............................................................................16 3.2SC外贸公司销售人员绩效考评现状.............................................................17 3.3SC外贸公司销售人员工作现状.....................................................................17 3.4SC外贸公司绩效考评调研.............................................................................18 3.4.1调研样本选取........................................................................................18 3.4.2问卷调查...............................................................................................18 3.5SC外贸公司销售人员绩效考评体系问题诊断.............................................19 3.6本章小结..........................................................................................................19 第4章SC外贸公司销售人员绩效考评指标体系构建.............................................20 4.1SC公司运用BSC-KPI模型的绩效考评体系的可行性................................20 4.2总体思路..........................................................................................................20 4.3战略目标分析..................................................................................................21 4.4基于BSC的战略体系.....................................................................................22 4.4.1财务维度...............................................................................................23 4.4.2客户维度...............................................................................................23 4.4.3内部经营维度.......................................................................................25 4.4.4学习与成长维度...................................................................................26 4.5关键绩效指标提取..........................................................................................26 4.5.1公司级KPI指标...................................................................................27 4.5.2部门级KPI指标...................................................................................28 4.5.3个人级KPI指标...................................................................................28 4.6目标权重与评分标准的设定..........................................................................29 4.6.1指标目标设定.......................................................................................29 4.6.2指标权重设定.......................................................................................30 4.6.3指标评分标准设定...............................................................................30 4.7SC外贸公司外贸销售人员绩效考评指标新体系.........................................31 4.7.1外贸部门经理KPI绩效考评指标体系...............................................31 4.7.2外贸销售人员KPI绩效考评指标体系...............................................32 第5章SC外贸公司绩效考评的实施.........................................................................33 5.1绩效考评小组组建..........................................................................................33 5.2绩效考评周期确定..........................................................................................33 5.3绩效考评方法说明..........................................................................................34 第6章SC外贸公司绩效考评结果应用设计.............................................................36 6.1.考评结果在薪酬发放中的应用设计.............................................................36 6.2考评结果在薪酬调整中的应用设计..............................................................37 6.3考评结果在员工福利中的应用设计..............................................................38 6.4考评结果在员工发展中的应用设计..............................................................39 6.5考评结果在员工荣誉的应用设计..................................................................40 6.6考评结果在员工职位调整中的应用设计......................................................41 6.7考评结果在员工培训与再教育中的应用设计..............................................41 第7章研究结论与局限性...........................................................................................42 7.1研究结论..........................................................................................................42 7.2研究局限性......................................................................................................42