The Research On Improvement Of AIGI Sale People’Performance Appraisal System

With the increasingly fierce competition between enterprises, as well as the increasing rate of the turnover of salesmen, more and more enterprise managers have realized that motivating its salesmen is of great importance so that they start to pay more attention to its performance appraisal of sales people. Based upon modern performance appraisal theory and the work characteristics of sales people, this essay has made a deep research on the current performance appraisal system of AIGI, then improved the system with the Balanced Scorecard.This essay is divided into six parts. Firstly, the background, significance and research method is introduced. Secondly, the theory and method of performance appraisal is studied, such as performance appraisal theory, the balanced scorecard, analytic hierarchy process and etc. Thirdly, this essay introduces the background of AIGI company briefly, and analysed the problem and cause of current salesmen’s performance appraisal system. The fourth part is the core of this essay, based upon the mentioned problem and corporate strategy, an improved performance appraisal system is proposed by incorporating the four pespectives of the BSC. Then, the weighting of each index is determined in AHP. In the fifth part, a few suggestion on how to implement the new PA system are introduced accordingly. The last part come to the conclusion and prospect.