Research On Performance Management Of Salesmen

With rapid increasing of market economy and the bettering of the market mechanism, the competition between corporations is becoming sharper. More and more corporations have recognized the importance of improving management for corporation's competition. The core of the management is managing people, so the station of human resource management is more and more obvious. For a sale service company in market economy system, it carries achievement by management, which is made by sales personnel who is the main body in the company. So the sales personnel play an important part in the corporation. For the company manager, they should know to realization the company management aim by certain manage pattern and achievements check.The achievement management to the sales personnel is very important in selling management. In marketing activity, only managing the performance of the sales personnel effectively could encourage and restrict their behavior, urge them working hard and enhance their enthusiasm and initiative, consequently improving work efficiency of sales forces, and advancing sales achievements.This article begins from the general meaning of achievements management, analyzes the definition, characteristic, intent and significance, and tells the meaning of achievements management in marketing. Then this article discusses the importance and difficulty of achievements management to the sales personnel. In the third part on the basic of achievement management system, according to the particularity of the sales personnel, build the sales man's system of achievements management which is a dynamic circular system, including four parts namely achievements plan, achievements communicate, achievements estimate, and achievements feedback. How to implement every part is expatiated in detail. At last, taking Ningbo Jiangling for example, analyzes its status of achievements management of sales personnel and bring forward the improvement project.