G Sales Personnel Performance Management Research

With the development of market economy in our country, the competition of industry becomes severe and the surroundings of an enterprise get more complex. So the salesman has become the lifeline and the most valuable resource of one enterprise. How to reinforce the management of sales staff and improve their turnout and performance is the importance of an enterprise to success. The sales performance management should be much considered prior to the marketing management.However, the sales performance management is very complicated and various in the method and operation in practice due to the different industry background, the stage of enterprise developing and sales channel.Although the theory of performance management got much mature, it is still a headache question of how to apply it with the combination of enterprise business running. The thesis reviews the relative literatures and management tools firstly, and explains the significance of sales management. At the practical research section, we discussed the current management status and enterprise objective with pertinent staff, and improved the index of performance management after a series of investigation and research. The enterprise in this article is large international company with a certain foundation in sales management appraisal, but some of factors not be done properly, which restrained the growth of the business faster. We collected amount of evidences by questionnaire and face to face interview and did a few research and analysis for how to improve the sales performance management system, and worked out some practical approaches to make them more suitable and solve the problems of what enterprise leader concerned in sales performance management.