Yc Daily Chemical Corporation Sales Staff Performance Appraisal System Design

Currently the competition of daily chemical industry is increasingly fierce. To improve the competitive ability of the enterprise and to gain a share for the enterprise need to advance the sales ability. The performance appraisal of salesman is one of the important ways to get the goals.The performance appraisal of salesman is important content of marketing management. Meanwhile it is an effective method to sprit up performance of salesman. The intention of this thesis is to establish a performance appraisal system for enterprise that is supplying a gist for salesman pay design and the feedback between the sales director and sales man.The thesis uses the theories of management, marketing management, human resource management and information economics. Studying the main problem of performance appraisal of sales man from YC dairy chemicals company. The work of the thesis is divided into following parts:The first part studied the background of daily chemicals and YC company with questionnaire and interview methods, analyzed the current situation and existed problem of performance appraisal of salesman and found out the main factors which influence the effectiveness of performance appraisal of salesman.The second part analyzed the job of salesman with interview method and reconstructed the key perfonnance index system.Third party explained the consign-agency relation between YC company and salesman, researched the concrete way and applicability of HU theory; the twice-evaluation method is adopted to appraise the new products promotion index which influences the persistence development of YC company .As an implementation to the result of performance evaluation, the last party established the pay model and performance feedback institution.