Research On Domestic Electrical Home Appliances Enterprises' Sale-forces Performance Management

Although Chinese people are proud of electrical home appliances industry, but because of inevitable development laws, our country' s electrical home appliances enterprises (OCEHAE) can' t break through on techniques and management currently. Now and in the future, OCEHAE have a strong competitive force in the field of medium- and low-grade-products of homogeneity. The competition is very serious among the domestic OCEHAE, moreover, along with our country government implemented WTO guidelines completely, and foreign famous companies will flow into our country market on a large scale, and OCEHAE can compete with them on the sales executed by sale-forces effectively for a long time. How to manage sale-forces is a great task for OCEHAE, and the "sharp-sword" is effective performance management.The dissertation analyzes our electrical home appliances enterprises' external assessment and sale-forces, and introduces the theory of performance management, and emphasizes on the run of OCEHAE sale-forces performance management system, and refers some relevant foreign research outcome, farther puts forward the opinions of own about how to do effective OCEHAE sale-forces performance management. Moreover introduces BSC(Balanced Scorecard) and 6σ management method simply and how to use them to sale-forces performance management, further probes to use them to analyze the case.