The Research Of Sales Performance Appraisal System In Company A

At the information economy age, China's enterprises have increasingly integrated into the development of the world's economies. Under the aggressive competition environments of international businesses, the competitions among enterprises firstly appear on the occupations of market resources and the market share, and secondly on human resources strategies and eventually on the capabilities of marketing workforces within these businesses. First of all, this essay argues the relevant theories of performance appraisal. It establishes the primary principles and contents of the marketing workforce's performance appraisal based on clarifying the objectives and importance of the performance appraisal. Through a case study on Company A's present practice system of performance appraisal for the marketing workforce, it analyses the marketing staff's working characteristics and the problems of its performance appraisal approaches. It also introduces the general techniques of performance appraisal for today's marketing staff, which come out of the analysis of the problems. On a basis of technical approaches, it improves and re-designs Company A's performance appraisal system by using the balanced scorecard (BSC). As a consequent, it discusses the effective applications of the marketing staff's performance appraisal through viewing the combination of the theories and practices. How will the performance appraisal, as one of today's important management instruments and approaches, be in practice to play its roles and effects? The suggestion is that performance appraisal should be undertaken based on the business environment of the enterprise. The ultimate purpose of the enterprise is to re-establish the management model by evaluating the performance appraisal. Implementing the performance appraisal approaches must consider the material and spiritual needs of employees. And, achieving the organization's objectives must rely on the way of motivating employees to create the optimal performances and reflecting the employee's self-values. The values and significances of the performance appraisal can be reflected by doing so.