Design And Implementation Of Kuka Sales Staff Performance Appraisal Program Which Based On Competing Perspectives

Sales staff as a bridge between enterprises and customers,is the important resources of enterprises.The company’s operating costs,administrative,financial,logistical and a series of staff salaries,are derived from the sales staff to create the benefit.the competition of the enterprise in the industry made the enterprise focus more attention on how to provide customers with quality products and services and how to improve the customer satisfaction to gain more market share.Therefore,make a strong marketing team is the first job of enterprise and to do a good job of enterprise Marketing personnel performance appraisal is of great significance.Performance appraisal is an important part of the sales management and it is a way to motivate sales staff effective means to get more profits for the company.Therefore it is necessary for the enterprise sales personnel to conduct a comprehensive,objective,open,fair,performance appraisal,and released in a timely manner to the inspection results and feedback to them in order to stimulate the enthusiasm of sales staff,thereby improving sales staff work performance,achieve the goal of enterprise development.Based on Kuka company development strategy and the urgent need of reform of performance management,and combined with the sales team management status,the company carried on the systematic study on sales personnel performance appraisal content,and design and complete the company for sales organization structure and the sales staff performance appraisal plan,implementation and evaluation.The thesis is divided into six parts.First chapter is the introduction,the content including the research background,purpose and significance,research ideas and methods;The second chapter is an overview of the related theory,introduces the scheme design of sales staff performance appraisal theory and the theory of competition strategy;Chapter 3 analysis of the situation,this paper introduces the Kuka company present situation,the sales force management problems are expounded;Chapter 4 sales staff performance appraisal scheme design,introduced the sales staff performance appraisal program design ideas and design new scheme;The fifth chapter is the implementation of the new scheme and evaluation;The sixth chapter is the conclusion and prospect.