Design Of Performance Appraisal System For Salesman Of Application Software Corporation

Such sale-modes as provide the production, reduce cost continually, and provide the competition price for market could not be accepted by most people. How to find the customers' demands and how to guide the customers to find demands themselves, and how to sale the productions high-qualitative to customers already become the most popular sale-modes be accept by the different trade, especially the Application Software companies.The salesmen of the Application Software companies are the most effective role in the sale-modes. How to prompt the salesman effectively, and raise the enthusiasm of the salesman, and the high-efficiency of the sales team are the strong guarantee for the salesman to undertake the important mission. However, the Application Software companies in China are rising enterprises and start relatively late, and lack the systemic experience of the performance management of the salesman, and the most of the Application Software companies have the common phenomena that valuing result but ignore the course and only have evaluation but no plan and feedback. In addition, since the start relatively late, excellent salesmen are lack in the entire trade, thus causing the high probability of the job hopping of the salesman, and then causing the customer churn and performances sagged, and affect the brand image and human preference of the company.In this paper, the author start with the theory of the performance management and process analysis, analyses the primary performance evaluation methods, salary management methods and the four steps in the performance management, and exclusively analyses the feature of the application software, the difficult in the sale process and the characteristics of the salesmen, and found the performance management system of the application software salesmen.The theory should connect with the practice and apply to the practice. This paper select the A company as the research object, analyses the questions of the performance management of the salesmen of the A company, such as the performance index pay attention to the result excessively, the index could not be controlled, the culture of the index too complex, lack of plan and feedback of the performance, and such questions are existed in the application software company normally. This paper applies the theory to the practice, and applies the optimization suggestion of the performance of the salesmen for A company.By the research, the author hopes this paper could provide some helps for the application software company. At the same time, the author hope the application software industry in China should make great progress in the future.