Shandong X-group Sales Personnel Performance Management System Design

With the development of market economy in our country, the competition of industry becomes violent and the surroundings of an enterprise get more complex. So the marketing has turned into the lifeline of an enterprise and the marketing personnel have become the most valuable resource. How to reinforce the management of marketing personnel and improve economic profits has become the key for an enterprise to success. The performance management of the marketing personnel is more important than other factors in the market management. In consequence, it is very important and stringent to strength the research on theory and method about performance management.The emphasis being discussed in this thesis is that performance management is the core of the system of human resource management. The scientific and applicable performance management system can stimulate marketing personnel, besides; it can take traction to an enterprise's operational idea and marketing personnel's conception and behavior. The conventional system of performance management exists a lot of problems, such as the goal of performance appraisal is not specific, the constitute of goals is not reasonable, the performance indicators are not overall, the system of management is not perfect, etc.There is a scientific theoretic system about performance management, at that, the problem that all enterprises should face is that how to combine these theories with an enterprise's specific practice. The thesis reviews the relevant literature on performance management firstly, and discussed the significance of carry performance management on marketing personnel. At the practical research section, we designed the system of performance management for marketing personnel with pertinent staff, which was based on the status quo and strategic goals of X Group of Shandong Province. X Group is a private enterprise; its present system of performance management cannot fit in with the Group's development and seriously oppresses the marketing personnel's...