Sales Performance Appraisal Study In Chengdu Huali Instrument Co., Ltd.

There have a large number of the small and medium private enterprises in our country.At present, Management determine success or failure, it seems more meaningful to find more scientific management so that make the private enterprises better.As a important part of the business management,performance evaluation,for increasing the level of the management play an important role,on the contrary,the level of the performance evaluation is generally low in our country at present.this is a very serious factor that hinder the development of the small and medium private enterprises.So,it is a burning question that how can we improve the performance evaluation.The salesman of Chengdu Huali Instruments.CO.LTD was chosen as study object and try to constitute a system of the performance evaluation by balanced scorecard. Text is divided into five chapters,chapter one is the introduction which first expounds the origin and meaning of this magisterial thesis ,and then,introduce domestic and foreign research history of the performance evaluation.At last explain the theory of the balanced scorecard and the performance evaluation. Chapter two,introduce the basic information of the company and the marketing department,then,explain the status quo about the salesman's performance evaluation, and at last analyze its shortcomings and advantage. Chapter three,it is explaining about rebuild the system of the performance evaluation of the salesman.First we transform the lang-rang plan into the strategic goal by fish biting map,that decompose the aim of the company's performance from the angle of strategic to build balanced scorecard, secondly, individual KPI of the company's balanced scorecard and build it by combined sales department situation,then,Decompose it to the part of seller and establish salesperson performance evaluation index based on analysing the score and the actual situation of the marketing department.Finally,the weight of seller's performance evaluation calculated by AHP to construct a new performance evaluation which is more consort seller and more scientific and systematic,to clear the evaluation relationship.Chapter four,How to strengthen execution of the performance evaluation,Sustain the efficacy of AHP by announcing guarantee measures,using the examination result and the result feedback. According to AHP, the work of the interface is greatly proved,corporate strategic direction has been notably enhanced.The last chapter,assessing the effect of the situation of the application of performance evaluation system and its consort the seller,there is still an obvious deficiency,so the improving methods are presented,at last,this paper summary several enlightenments.This is just a reference which is put forward for similar business.