Research On Performance Evaluati On For Account Managers In G Company

In the communication industry,which has a variety of business and service channel,the Account Manager is a key position facing to the group accounts directly,of the company China mobile communication Group's GuangXi Co.,Ltd,(hereinafter referred to as G).In view of the communication and information business contains both group feature and individual one,they are responsible for a series maintaining work of sale&service,for both group accounts and the internal individual customers of the group.Thereby,the short-term stage evaluation of the account manager's performance is difficult to clear.First of all,it analyzes the current status of performance evaluation for the account manager team,especially analyze the piecework system's effect of the performance evaluation,which is played as a pilot project during 2011.Secondly,it studies the performance evaluation mode by separating into two point of view.One is the work value of the account manager,measured by the implement of the group account's value.The thesis designs separately the valuation model and market potential assessment model for the group account.According to the difference between the group account's value and market potential,it design the program of the performance evaluation.The second is the classification of the account manager,by means of the personality?the work characteristic and expertise.It can be classified into 2 types as developing account manager and maintaining one,for studying the way of the performance evaluation.Regarding the developing type,we mainly choose the piecework system,focusing on the market developing?business revenue incremental and the reflect to the performance evaluation.To the maintaining type,we use the basic way of performance evaluation,focusing on the assessment of daily work's completion and the retention of the existing business.Based on the respective ways,it comes the balance evaluation of the overall team's performance.