Applied Research, Organizational Citizenship Behavior-based Sales Staff Performance Assessment

Real estate industry has been the mainstay industry which accelerates national economic growth because of its strong industry relationship and big driving coefficient With the development of Real estate and implementation of the housing reform, a new occupation is. House sales become the hot focus. For a long time, the performance evaluation to the sales in Real estate industry have emphasized on the achievement evaluation which based on the sales quantity. But this kind of method shows its weakness when the field has been up to the standard.The thesis attempts to design the more scientific and sound performance evaluation means to suit the present conditions in the Real Estate field. The author has made research into performance theory especially on the OCB theory .OCB is discretionary behavior that hasn't been confirmed definitely and directly in the organizational salary system, however it benefits the organization operations as a whole. Meanwhile the author has investigated the salesmen' job content, working conditions on the spot, found the existing problems and reasons, analyzed the improved directions. By the way of expert estimation, the author draw the conclusion that OCB is more important than the sales quantity when house sales' performance are evaluated. Otherwise the author reasonably fixes in the evaluation factors about OCB and sales quantity and adapts the 360 degree performance appraisal and puts the OCB into the performance appraisal to the house salesThis method integrates organization citizenship with performance evaluation and puts into practice in the real estate industry, which will benefit the human resource management in this field and help the company to reach the goal and avoid the old method's weakness. This method will play an active role in the development of real estate industry even the marketing field. It has certain economic value and social value.The method that puts OCB into performance evaluation to the house sales in Real estate industry, increasing the requirement of behavior performance and decreasing the proportion of sales quantity. It's a completely new innovation and it changes the old method that only focuses on the sales quantity. It's also a creative point.