An Application And Practice Research On Company A'S Performance Appraisal System

Generally performance appraisal of salesmen is of great importance for companies' economic efficiency. It's only to propose a comprehensive, objective and candid performance appraisal, which could raise their enthusiasm and capability for working, that the fulfillment of companies' fundamental developing goals is guaranteed.However, design of sales performance appraisal is a complicated project. Due to the disparity of industry background, enterprise development phrase and sales channels, the performance appraisals in different companies are of great otherness. And the case studied in this paper is a real performance appraisal project of a daily chemical company (named "Company A") in Guangzhou, where I worked to establish the performance appraisal system of salesmen so as to improve the managers' management capacity.In the paper, one of the biggest innovations is that a practical performance appraisal fitting for Company A is well designed. After considering the specialty of company A's sales channels and requirement for improving salesmen's capability, the appraisal of salesmen's performance is divided into 5 indexes: execution, terminal building, customers' relationship, team management and information feedback. And additional indexes for exceeded sales plans and exceeded cash task are also created to encourage salesmen's enthusiasm.Based on Document Analysis Method\Interview Method\ System Analysis Method, human resource management theory, SWOT strategic analysis, Analytic Hierarchy Process, the paper is organized as follow: First, related theories of performance appraisal of salesmen are reviewed. Second, after discussed the real situation of company A, the performance appraisal for company A is designed. Last, the whole performance appraisal is proposed in detail.