a机床公司销售绩效评价与业绩提升方法分析word格式论文.docxVIP

摘要当今经济、科学技术快速发展，企业身处高度竞争的市场中。随着我国机床 销售市场进入成熟期，市场竞争日益激烈。在激烈机床销售竞争中，提升销售业 绩难度越来越大。对于一个现代市场经济体制下的销售服务公司而言，企业销售 人员是企业产品实现成功营销的关键因素，在实现产品到货币的转化中肩负着非 常重要的任务。销售人员的工作就是是公司工作的主体，他们是企业中直接接触 客户的群体，对于企业客户关系的建立、维护和发展起着重要的作用。如何有效 的考评销售人员的工作，提升企业的销售业绩，成为企业管理者越来越重视的问 题。本文首先分析机床行业中行业销售特点，提出了对机床行业销售人员的胜任 力要求。通过对销售人员的绩效考核分析，采用层次分析法找出影响企业销售业 绩的因素，并计算得出各影响因素对销售业绩影响的权重。运用此权重，采用模 糊综合评判法对销售人员和产品进行评价，得出对销售人员和产品的最终评价。 本文提出了一套综合评价销售人员绩效的模型，并采用实例做验证，从而提出改 进措施和提升销售业绩的方法。本文以实际应用出发，对企业面临的问题采用系统工程的评价方法解决做了一 尝试。有助于提高对销售管理、人力资源的认识和理解，提升管理水平。关键词：效能型销售 绩效考核 系统评价AbstractNowadays, as economy and technology developing rapidly, enterprises are in a highly competitive market. Along with the maturity of Chinese machine tool sales market, market competition is increasing. With the fierce competition, it is increasingly difficult to improve sales. For a sales service company under the system of market economy, enterprise sales personnel is the key factors to achieve successful marketing, and sales personnel also bear the weight of the important tasks to achieving the transformation from products to currency. The sales staffs work is the main body of work of a company, they are the group who contact with the customers directly, and play an important role in building and maintaining the relationship between enterprise and their customers. How to effectively evaluate sales staffs work and promote enterprises sales, enterprise managers now pay more and more attention to this problem.This paper analyses the characteristics of the sales in the machine tool industry, proposed some capability requirements that the sales personnel should satisfy. Through an in-depth analysis of the sales staffs performance, using analytic hierarchy process to find the factors related to enterprise sales performance, and calculated the weight of each factor on the impact of sales performance. Base on the weight, using the fuzzy comprehensive evaluation method to evaluate the salesman and products, to elicit the final evaluation both o