Study On The Improvement Of Performance Management For DP Co. Ltd.Sales Team

This thesis use Dalian DP company as the research target. Due to the fact that DP company still use the traditional experience management method on the sales team performance management. By using the basic theory of performance management and starting from perspective of strategic development, DP company, a Shell industrial lubricant distributor, carried out an improvement research with detailed measures by means of questionnaire survey, empirical research, theory analysis etc.Based on analysis of various of issues existing with the current performance management of DP company, This thesis is targeted to establish a performance management system and method applicable to a company on industrial products trade and services and to make the system clear, reasonable and suitable to the company's current status, so DP company can improve integrated operation management and its competitiveness in the marketplace. Firstly, this thesis explains on its background, significance, method and technical roadmap, then illustrated on performance management basic theory applied in this thesis and three performance management method commonly used. Through analysis and demonstration of the current status of DP company by using the basic performance management theory, through collection of management data of various channels by using the questionnaire and necessary empirical research. Five outstanding issues and its causes are detected:performance evaluation method is too simple, responsible party is not so clear, execution is poor, performance indicator is not so reasonable, unfairness on process and result.With above research, guided by the theory and by taking into consideration of DP company's actual situation and the author's experience, in view of performance management theory of both China and abroad, a complete new performance management program, i.e. Balanced Score Card.Is designed and proposed a concrete solution as guidance. Meanwhile, the author is trying to establish a practical performance management system suitable for DP company and its safeguard measure for its implementation. All those will also be applied to the functional departments other than sales team and to various of Human Resource management module. This research will also help on improving performance management of the enterprises on industrial products trade and services and on provision of a useful reference for a company's development in a scientific, standard and health way.