销售本科毕业论文--天龙公司销售人员绩效管理问题与对策分析.docVIP

本科毕业论文（设计）模板 本科毕业论文 论文题目：天龙公司销售人员绩效管理问题与对策分析 学生姓名： 学 号： xxx 专 业： xxx 班 级： xxx 指导教师： xxxx 完成日期：2012 年5月18 日 天龙公司销售人员绩效管理问题与对策分析 内 容 摘 要 绩效管理作为一门管理科学也引入到天龙公司的企业管理中，深入到企业管理的方方面面。虽然天龙公司不断地改善自己的销售人员绩效管理，但是仍然有很多不尽如人意的地方。销售部门在日常绩效管理中出现了管理体系不完善，考核指标和标准设置不科学，管理过程中缺乏控制及考核结果运用单一等问题，这些问题产生的原因是多方面的，如公司发展历史背景造成的管理落后，人才短缺，也有发展过程中管理僵化造成的如，过分追求利润增长，没有树立自己的企业文化以及没有及时依据公司发展情况，更新自己的绩效管理理念造成的。面对上述问题，如何在不断变化的市场竞争中建立与之适应的销售员工绩效管理，也成为摆在企业面前的重要话题。本文结合绩效管理相关知识，联系天龙公司在销售人员的绩效管理上的现状，分析其存在的问题和原因，从而找出相应的解决对策，制定出相应的改进方案。 关键词：绩效 绩效管理 销售绩效 绩效改进 Sales Personnel Performance Management Problems And Countermeasures Of The Tianlong Company Abstract Performance management as a management science is introduced into the Denon corporate management, deep into the various aspects of enterprise management. Although the Denon companies constantly improve their sales staff performance management, but there are still a lot of not just as one wishes. Sales Department in the daily performance management has emerged in the management system is not perfect, assessment index and standard setting is not scientific, management process is the lack of control and evaluation results using single wait for a problem, these problems are caused by many factors, such as the company development history background of the backward management, talent shortage, also have the development process management rigid caused by e.g., excessive pursuit of profit growth, did not establish their own corporate culture and lack of timely according to companys development situation, update their concept of performance management by. Faced with these problems, how in the ever-changing market competition set up to adapt to the sales staff performance management, has become the important topic that is placed before the enterprise. In this paper, combining performance management related knowledge, contact the Denon company sales personnel in t