The Study Of Promoting Performance Evaluation Program For Car Sales Staff Of L Company

Base on the growth of auto sales market slowing down overall, and the market environment for car dealers increasing more and more pressure day by day, the need to improve the management of service quality and cultivate the outstanding sales ability among the competitors comes more and more severe, which is the foundation of well development of a company. As the consumers’s service officer, sales consultants’ individual competency determines the service quality and the sales performance of the enterprise in a great extent. The competition of talented auto sales people is sharp, not to say the competition of senior managers. Therefore, the important guarantee of a company’s sustainable development lies on establishing a reasonable performance assessment not only to evaluate salesmen’s work ability, but also to improve their professional qualities.L Company is a small and medium sized auto dealers enterprise. The article takes the sales department of L Company as the research object, by using literature analysis, interviewing method, data analysis and other methods, to learn the management situation of L’s human resources. The study found a series of problems in the performance evaluation program, reflected in fuzzy work procedure, subjectively setting weighted value and coefficient and other performance standard, setting performance targets without binding responsibilities, the difficulty of the calculation for the assessment content, less application that based on the feedback, incentive little discrimination examination results and other problems. How to effectively integrate brand model and performance evaluation programs is the main difficulty for performance evaluation of L Company sales department.The purpose of this paper is to promote the L company performance evaluation program. Based on the theoretical study, the description of the original performance evaluation scheme situation, as well as the analysis of problem, according to the principle and the logic of optimization, the research aims to optimize L company sales department performance evaluation program entirely by revising the specific content supporting measure.Based on the study of performance evaluation related theory, combined with the operation convenience requirement, the high level of index quantitative of L, a small and medium-sized enterprise, counts, the optimization scheme will use KPI assessment. The research clarifies the KPI indicators by analysis the corporate’s strategy and revising employee responsibilities. Besides, the study uses AHP to determine the index weight according to difference in job levels and task depending on the sales channel model characteristics, which otherwise reflects the brand monopoly system and the general agency sales channel model for sales staff assessment with different emphases. Combined with the PDCA cycle thinking, the paper raises a feasibility proposal in implementing the control, inspection feedback, the results of treatment and other aspects in order to optimize the performance evaluation of L Company.