The Design Of Performance Appraisal Program Of Salesperson In FMCG Industry

As one of the most important industry of national economy,fast-moving consumer goods industry is in a particularly intense competition in the background of today's economic globalization.And with the development of information network,the progress of science and technology,the competition between enterprises has been transformed into talent contest.Salesperson is the key human resource for enterprise to realize its economic benefit,and the important link connecting company and customers.Their professional ability and work attitude will be directly related to the organization's performance and the achieving of enterprises' goals,so the effective management of salesperson becomes more and more important.Performance appraisal and management is the core issue of effective management of sales staff,scientific and accurate performance evaluation can help to know about the advantages and disadvantages of salesperson,and to carry the corresponding training on staff to improve them constantly and motivate them to realize the goal of company.At present,our scholar at home relatively focused on researching the common problems of China's enterprises in the process of implementing the performance appraisal and performance management program.And they put forward corresponding advice and solution strategy to solve these problems.But when it comes to the performance evaluation of specific industry and post,the research can not give adequate guide and step-by-step instruction.As the industry,developing stage,product and market characteristics of different enterprise are different,the specific requirements of enterprises' performance evaluation are likely to change.Based on the in-depth analysis of specific industry and position's performance evaluation,this paper builds up the performance appraisal program gradually according to its background,hoping to offer similar enterprises which intend to improve their performance appraisal and management some feasible guide and help.By the methods of literature study and case study,this paper reviewed the theory of performance management research at home and abroad and got inspiration from successful typical cases.On the base of summarizing the differences between fast-moving consumer goods industry and others and differences between salesperson and other staff,this paper briefly introduced the common methods for evaluating salesperson's performance,and then focusing on analyzing the status of salesperson's performance appraisal in NC oil and fat company.By the investigation and interviews in the company,combining with the industry,the developing stage of company,product and market characteristics,the enterprise's strategy and focus have changed,which lead the performance appraisal index and weight changed.And then suggestions for improvement and optimization were put forward.Through careful analysis and research,the following conclusions were drawn:first,as the developing stage and external environment of enterprise change,it's strategic goals and working priorities will change accordingly;if the enterprise's performance evaluation plan does not do the corresponding adjustment and follow up,it may hinder the long-term goals of the company.Second,this paper conclude the performance appraisal index of salesperson consists of two aspects,that is to say result indicators and process indicators and designed the weight of indicators with using the weight value of factors method.