Study On The Construction Of Sales Team Based On The Idea Of Team's Performance

Sales team plays an important part in the achievement of corporation's benefit. However, the sales team in most corporations is just a form, and it is not enougli to communicate or cooperate between members in the sales team, and each one does things in his own way, as a result, the team will exist without its soul, all of which influent the whole sales team's performance on a large extent. Based on the above-mentioned situation, a problem that is about how to construct a sales team with strong cooperation and high performance needs to be solved urgently for the human resource department.This thesis introduces the theory on competency and human's selection. Firstly, it builds the competency model of sales team, and then finishes the selection of the team's member via the entropy and human testing; secondly, on the base of performance evaluation, it designs some correlative indexes and makes the evaluation result relate to the compensation, so as to strengthen the contact between team members and enhance the team's cooperation; finally, in order to ensure the continuance of the sales team's high performance, it brings forward some interrelated measures from the aspects of the compensation design and the team's communication & motivation.Based on the research of sales team inland and abroad, this thesis does further study, and the details are as following:1. Using the entropy to select the sales manager can avoid the subjective nature of the weight, and use indexes' information of the evaluated. The method makes up the defects of traditional method and makes the result more actual.2. On the aspect of the performance evaluation dimensionality, this thesis breaks the phenomena of "only appraise the sales achievement"; on the aspect of index content, it designs some indexes which will reflect the team's cooperation. The evaluation system not only makes manager spend more energy to guide their underling and strengthen the team's construction, but also promotes the cooperation between members and improves the team's cohesion.3. This thesis refers to Xu Xiaohui's "Salesman's compensation scheme with double effect", and gives this scheme a new meanings from team's perspective. As a measure to prevent salesman from disobeying the price policy, the punishing gene not only ensures the sales team's goal to be realized, but also provides some guarantee for the achievement of corporation's objective.