Research On Performance Assessment For Sales Personnel:A Case Study On M Branch,Northeast Security LLC

As an important player in China's security market,security companies are paying huge attention in its management in past years but they are under huge pressure on competition.With the entrance in Chinese market of foreign security companies,they are challenging Chinese security companies with their advanced management system and operation experience.How to obtain competitive advantage and get better performance in such a competitive environment is an essential topic for Chinese managers.In this thesis,a case study of one branch of Northeast Security LLC was conducted from the view of performance assessment for sales personnel.First,the relative theories and concepts about performance and performance assessment were recalled.Then a survey for sales personnel in this branch was conducted.Result of the survey showed that the main reasons for current situation in performance assessment were the out-of-date concept in performance assessment,the lack of job description when designing the assessment plans,the shortage of communication during the assessment and the imbalance in performance indicators.Based on the result,the performance assessment system was redesigned include the design concept,assessment procedure and the application of assessment result.