The Research On Marketing Staff Performance Management Of Shanghai DX Machinery Company

The more development of the market economy and the more perfect the market economy system,the more important the role the salesman plays in the business.Whether the performance management system of marketing personnel is scientific and reasonable has become a common concern of enterprise human resource management and marketing management.Many scholars have studied this problem,and have made some useful research results.But the problems in the performance management of marketing personnel are different,and the reasons for the same problem are different.Therefore,the countermeasures of the performance management of the marketing personnel should not be completely copied.It is necessary to study the internal reasons of the company in depth with the actual situation of the company.Shanghai DX machinery company is a private enterprise reformed by state-owned enterprises,and its main product is belt conveyor.On the basis of the research on the current situation of the performance management of the marketing personnel,the paper designs a questionnaire survey from the level of the marketing staff and the middle and senior managers.The main problems of its performance management are discussed.The goal of performance management is not in harmony with the company's strategic objectives;the indicators of performance management are unscientific,the main body of performance evaluation is relatively single,there is no effective way of performance management communication,and the result of performance management is not comprehensive.The paper also analyzes the reasons for the formation of the problems from the company system,the performance management system,the company management,the marketing subsidiary and the marketing staff.According to the specific problems,the paper puts forward the countermeasures of performance management from five aspects:the establishment of performance management objectives of marketing personnel to the company's strategic objectives as the guidance;rational design of marketing staff performance management index and weight;marketing staff performance management evaluation subject to establish the multi-level;establishing a perfect marketing staff performance management and incentive mechanism of performance management communication system of marketing personnel.This paper studies the problems and causes of performance management based on the related performance management theory,combined with the current situation of performance management of salesmen in Shanghai DX machinery company.On the basis of the problems,the paper puts forward the specific countermeasures of performance management,which has practical guiding significance for the performance management of the marketing personnel of the DX machinery company in Shanghai.