Research On Salesperson Performance Management System Of Antenna Company AA

In China, the competition in the telecommunications industry has been comprehensive market competition from under control competition gradually. At the comprehensive market competition stage, competition of companies is becoming increasingly fierce. And at this moment, the performance of salesmen can determine the interests of the enterprise directly. Only take comprehensive, objective performance evaluation measure to sales staff can enhance the ability of salesmen.However, designing a salesmen performance evaluation system is a complicated project. The study of this paper is based on the real program of a company. Author designed performance evaluation system to improve efficiency of management and enhance the ability of manager.In this paper, the AA company performance management system research mainly around the AA antenna company’s industry background and the present situation-> the current performance evaluation system is introduced-> the current problems existing in the performance evaluation->the solutions and innovation of performance evaluation problems->implementation prospects, this thought expansion.Based on Document Analysis Method\Interview method, Analysis Method, Questionnaire method, Human Resource Management Theory method, Analytic Hierarchy Process method, this paper give an account of correlation theories and studies firstly,and then conduct a survey according to the practical situation of AA company. At last, put forward salesmen performance evaluation system design proposal.one of the biggest innovations is to classify evaluation indexes in view of the actual situation of AA company and therequire of salesmen quality. Salesmen performance evaluation system is divided into5indexes:salesmen skills, communication skills, customer satisfaction rate, the number of customer retention, salesmen professional knowledge, salesmen creativity. Excess complete the sales plan bonus points and overfulfill target bonus points are two additional indexes. And based on the analytic hierarchy method to determine the weight of each index, increase the persuasion. At the same time, In the process of decision index, taking the process evaluation index into the index, only to break through the limitations of the evaluation index,That is the basic performance evaluation system design of AA company. For antenna sales industry performance management has the function of landmark.