The Research Of Sales Person Performance Management Practice In W (China) Chemical Company

With the advance of globalization, competition environment of enterprises is becoming increasingly complicated. As an important part of business management, performance management gets more and more attention both in industry and academe. Sales person is the implementor of sales activities. Performance of sales person is crucial to the success of company. Thus it can not be ignored to research sales person performance management both from theory and practice.This thesis gives some suggestions on improvement of sales person performance management in W (China) Chemical Company. It firstly illuminates the concepts, theory and methods related. It secondly reviews the history, business and organization structure of the company and its sales person, analyzes the problems of existing performance management of sales person by demonstration research and interviews. It indicates the necessity of improvement of sales person performance management. Then it gives suggestions on improvement of sales person performance management by using Stakeholder's Needs Analysis, Graphic Rating Scale, Management by Objectives, Key Performance Index and Balanced Scorecard. It covers Target Breakdown Matrix and Weighting Factors Decision Matrix. Last, the thesis gives conclusion and prospects of possible advantage, obstacle and solution of the suggestions.It is hoped that the thesis will provide some valuable reference for sales person performance management of such specialty fine chemical companies.