| Salesmen play a vital role in the business activities of enterprises. How to manage and improve working performance of Salesmen is the key of accomplishing the sales goal and obtaining business profit for enterprises. Through setting up scientific, reasonable and effective performance management system, it can help salesmen making certain working direction and goal, overcome difficulties and obstacles in sale work, enhance working enthusiasm, complete sales goal and improve working performance.This thesis mainly studies about the constructing problem of performance management system of effectiveness-type salesmen. Firstly, expounds the basic theories and premise of performance management, analyses the opinion, composing and procedure of performance management system, and analyses the behavior and working characteristics of salesmen, expectation for performance management system of salesmen and the characteristics of performance management system of salesmen; Secondly, through comparing effectiveness-type mode with efficiency-type mode and analyzing working characteristics and the expectation for management style of effectiveness-type salesmen, discusses and analyses the characteristics of performance management system of salesmen; Then, using the three-step viewpoint of performance management, basing on strengthening sales course, customer relationship, after service and so on, constructs integrated performance management system of effectiveness-type salesmen; Lastly, taking the HL Dairy Group Company in Gansu Province as a research case, according to the characteristics and the constructing procedure of performance management system of effectiveness-type salesmen, and considering the company's actual situation, constructs the integrated performance management system of effectiveness-type salesmen for the group company. |
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