Dynamic Performance Evaluation Method Based On The Mixed Information Of Sales Staff And Its Application

The competition of companies is focused on the competition of human resources, and the sales staff is the key human resources to achievethe economic benefits of companies. In the current market environment of the excessive production and over capacity, the key point to obtain market position is increasing the sales level of the sales staff. And the key to the administration of sales staff is evaluatingperformance of sales staff. Since a good performance appraisal system is the key to retaining talents and attracting talents, it is absolutely important to construct an effective performance appraisal system. At the same time, the companies mostly evaluate the performance of sales staff using the past performance and some quantitative indexes, such as sales revenue, sales cost index and other indexes. In fact, the level of performance of the sales staff is not only a reflection of his own capability, but also a result of his continuous learning and developing. So, the author puts forward the method of dynamic performance evaluation of sales staffin the hybrid information based on the perspective of the future development potential of sales staff and the dynamic integration of performance evaluation information.First, the author constructs a sales staff performance evaluation index system of performance dimension, capacity dimension and attitude dimensions based on the analysis and summary of the sales job and previous research,while Dot information is used to measure the performance indicators,intuitionistic fuzzy number is used to measure the capability dimension index and the interval number to measure the attitude dimension index.Secondly, in the 360 degree performance feedback,the sales staff performance scores form the evaluation group members are not always consistent among each other. So, the author puts forward the sales personnel interactive performance evaluation method, which is characterized by self-convergence.. It can not only solve the inconsistent evaluation group performance score value problems but also integrated the evaluation group information to a developing performance score, with higher levels of group satisfaction and consistency.Next, based on the idea of TOPSIS method, the developing performance scores of sales staff are assembled to get the dimensional score of performance evaluation in accordance with the dimensions.Therefore, the hybrid information is transformed tothe relative similarity, and is simplified. Then, according to the changes of performance level in sales within the period of continuous, based on hierarchical incentive perspective,we Set up a number of rewards and punishment level to timely reward(or punishment) the sales according to the sales staff performance progress(or regress)with which to simulate or guide the sales.Finally, the author makes a detailed comparison between the results of the YK company original sales personnel performance evaluation methodand the results of the method come up with in this paper. The effectiveness and better usefulnessof the proposed method are illustrated.