Research On The Evaluation Management System Of Distributors Of Company A

With the increasingly intense intense competition of market and more detailed social division,“those who has the trade will have the world” is the sales model for fast moving consumer goods industry.The manufacturers of the fast moving consumer goods industry are more focus on distributors and more depend on geography advantage of distributors.The advantage of trading can open the regional market fast and more effectively.Therefore,It's especially important for manufacture companies to have a long-term and stable sources,and how to tell the most valuable and most risky distributor from various distributors.The article is mainly used the literature research method,by reviewing performance appraisal and the index of performance appraisal,originates and concludes the connection about the choose of distributors and evaluation management from the literature at home and abroad at present.The subject matter of this article is company a,integrating and combing company A's data over past three years as the distributor,analyze and search evaluation system for company a as a distributor on data basis.The literature which is existing has many aspects of research for evaluation system,from the way of evaluation system to the standards of evaluation system.The article based on available data,has find three problems which are access assignment,expense control and performance appraisal for company a by integrating and combing the new opening distributor accounts data in recent three years.analyzing the people and things to shows the enterprise qualification problem and the reason why it caused.Using the reference of Western Economics short-term benefit and long-term benefit theory,budget and control theory for company A's distributors performance appraisal analyze the problem and reasons for expense control weakness.We can proposed the plan for optimization reform by improving the table score of evaluation system and classification optimization approval process,using the reference of analysis of quadrant distribution to carry out better management of distributor admittance qualification.Through improving the process to get the data,using the reference of analysis of quadrant distribution to strengthen the sale expense effect control.Through the balance score card method to set the standards for evaluation.Through the bubble chart to show the evaluation effect and risks.Based on the budget control,proposing the plan to optimize budget target methods,and the ultimate goal is to make the distributors evaluation system to show the incentive for taking risk.The article is aimed to solve the problem existing in company a distributor evaluation,improve the management efficiency,meanwhile increase the distributor enthusiasm to get win-win between company a and distributors by effective management style.