Subject: Research On Salesperson’s Performance Management

Customers are the core of all business activity of enterprises. Salespersons are thekey factor in achieving successful product marketing. They bear very important tasks inthe process of converting product to currency. They play an important role inestablishing, maintaining and developing the relationship with customers. The thesis,from the perspective of customer relationship management, combined performancemanagement theory, linked salespersons performance management practice, analyze thesalespersons performance management model of ATOTECH, and offer a suggestion ofimprovement.Chapter one points out the purpose and background of this study.Chapter two describes the meaning of performance and performance management,the chrematistics of performance, and factors of affecting performance. Then, itintroduces the theory of customer relationship management. It includes the meaning of customer relationship management, customer satisfaction and customer loyalty, types ofcustomer relationship. Then, it discusses the development of customer relationship andsalespersons performance. Then, it introduces several performance management modelsaccording to literature review: Object Management act, Key Performance Indicators actand Balance Scorecard Model (BSC). Current research on salespersons performancemanagement can be divided three categories: research of method of salespersonsperformance evaluation; research of salespersons of different type’s enterprisesperformance management; Research of current salespersons performance indicators.Chapter three introduces ATOTECH. Then it describes current problems aboutsalespersons performance management of the company.Chapter four is the key part of the thesis. It offered a suggestion of improvement ofsalespersons performance management model of ATOTECH. First, it designs a setperformance indicators. One is outcome indicators. It includes sales revenue, loanrecovery, cost of sales rate, market share. The order is process indicators. It includessales stability, customer required delivery, the number of customer complains, dealingwith problems of customer, the number of visiting customer, success rate of visitingcustomer, provision of market information. Then it analyzes salespersons performancestandards, the principles in determining the weights of indicators and how to determinethe weights of indicators when evaluating salespersons performance. According to the theory above, form a salespersons performance table for salesperson of ATOTECH. Atlast, it is about the applications of salespersons performance management. Salespersonsperformance management can be used in several areas. One of the important is to howestablish salespersons salaries. Salesperson performance is mainly connected with theircommission and bonus.The thesis refers a lot of literate in the process of research, and investigatespractice. Base on it, do some research about how to strengthen salespersons processperformance management from the perspective of customer relationship management,designs a set of result-process performance indicators and finally analysis theapplication.