The Study Of Salesperson Performance Management In RP Corporation

Under the background of the global economic situation, the enterprise is facing with the more and more complex international and internal environment. The custom retirements are present the trend of individuation and diversification, as the market space is going through instant development and high competition. At the same time, the product is frequently changed, and new product is emerged in endlessly, and the supply of commodities is much more enriched, at this rate, the commodity market is stepping into the buyer's market. So if the enterprises want to be established in such a marketplace and get persistent development, they have to face up to the issue about how to win the market.It's difficult for the enterprise to gain sustaining competitive edge just depending on the leading technology and knight products. The maintenance and management of the marketplace is becoming more and more important, and among which the salesperson's role is tremendous importance and irreplaceable,because they directly contact the custom by way of as windows between enterprise and the custom, and they has the key role among the building, maintenance and development of client relation. So the critical factor of marketplace maintenance and management is depending on whether enterprise precedes effectively management of the salesperson.Among the numerous salesperson management, the performance management is the springhead and hardcore, because it's directly relation on how to encourage salesperson, occupation plan and training, and so increasing the ability to launch a series of management tasks such as enterprise performance. Therefore, it's a critical significance to set up scientific and reasonable performance management system of the salesperson for improving the salesperson's performance and realizing the enterprise's strategy.At this paper, I set up an effective salesperson performance management system based on the analysis of the actual situation of the salesperson performance management, and integration with the relation theory of the performance management and the predecessor's research results. And I also carry through demonstration research in RP Corporation using this system.At the first chapter, I'm referring to the background and significance of my paper research. At the same time, I'm also talking about the research purpose, contents and the research route chart.At the second chapter, I'm referring to the relational research literature. Firstly, I analyze about relational theory and literature, among which, I'm talking about the performance definition, character influencing factors, and the relations among different factors from the point of the management. On the part of the performance management, I'm emphasized on analyzing the meaning of the performance management, the development of the performance management both here and abroad, and the development trend of the performance development; Secondly, I summarize the literature about the salesperson performance management. I'm mainly analyzing the salesperson character, sale's behavior character and the salesperson classifying. Finally, I summarize the literature about salesperson performance management. I mainly analyze the home research actuality about the salesperson performance management and the meaning of the research about the salesperson performance management.At the third chapter, I set up a performance management system about salesperson. Firstly, I analyze the necessary of the salesperson performance management. It's containing the existing problems analysis in salesperson performance management and the critical role of the salesperson performance management. Secondly, I analyze and compare the currently in effect salesperson performance management both here and abroad. There are currently in effect salesperson performance management both here and abroad including: management by objectives, key performance index (KPI), 360 degree method and balance scorecard, etc. In this paper, I detailed analyze these methods, and respectively list the advantage and disadvantage of these methods. Thirdly, I introduce the framework of the salesperson performance management system and the relational management system. Finally, I set up a system about the salesperson performance evaluation index framework and evaluation standard, according to the performance management mode introduced, salesperson characteristic and the existing problems in the currently used salesperson performance management ahead.At the fourth chapter, I carry through the demonstration in RP Corporation using this system. RP Corporation is a "Digital Technology and Service" high-tech corporation. At this chapter, firstly, I carry through analysis about RP Corporation situation, the industry, the salesperson characteristic and the current status of the salesperson performance management. Based on this analysis, and integrating with the salesperson performance management system, KPI and the 360 performance management mode that I set up in the third chapter, and at the same time according to the RP strategic object, I present a detailed implement countermeasure proposal according to the existing problem in salesperson performance management of RP Corporation. This proposal includes four parts of performance management: performance plane, performance implement and management, performance evaluation and feedback. These four parts represent a complete cycle of performance management. At the same time, about performance evaluation part, I detailed plan a salesperson performance management system index, and set up a detail evaluation standard.Finally, I make a summary about this paper. Although many enterprises have been aware of the importance of the performance management, and many managers also carry through performance management to their employees, there are also absence of scientific and systemic performance management in enterprise, for many managers are lack of full understand of performance management. Thus, they can't get well effects after carrying through performance management. Even after some enterprise carry through performance management, there are not some obvious difference comparing with simple performance management which they adopt before, and this can increase the manager's burden to a certain degree on the other hand, thus it's lose to the original meaning of the performance management. Aimed at these phenomenon, this paper detailed analyzes and systematic classify the theories and literatures about salesperson classification, performance and performance management according to the salesperson characteristic, and set up a reasonable salesperson performance management system based on these analysis, and carry through demonstration research. During the demonstration research period, this paper brings forward a detailed implement countermeasure proposal according to the problem existing in RP Corporation salesperson performance management. And at the end of this paper, I'm dwelled on tracking the usability of this proposal at RP Corporation, and from the data getting from this corporation; they get a certain effect from this proposal.