Study On The Performance Evaluation System Optimization Of Qdpharmaceutical Sales Personnel

In the operation of pharmaceutical enterprises,salesmen have an important and direct impact on the achievement of corporate profits and the realization of sales objectives.Through the construction of a scientific and reasonable performance management system,it can effectively improve the sense of goal and direction of the sales staff,play a role in the mobilization of work enthusiasm and the completion of the sales task,so as to achieve a significant improvement in the effective management and performance of the sales staff.In this study,we use the two management tools of the Balanced Scorecard and key performance indicators to study the performance management of sales staff in pharmaceutical enterprises.Because these two tools have dual functions of performance management and strategic management,they have been widely applied and gained a high reputation in the world.The abbreviation of the balanced scorecard is BSC,and the key performance index is abbreviated as KPI.These two tools are the basic tools for the author to carry out the performance appraisal system of the medical enterprise sales staff.First of all,through the selection of QD pharmaceutical industry as the research object,using the questionnaire method to understand the present situation of the performance assessment of the internal sales personnel of the enterprises,the emphasis is to arrange and analyze the problems existing in the current performance assessment.Secondly,the construction of performance appraisal system based on BSC and KPI focuses on two aspects: first,the weight distribution and consistency verification of performance evaluation indicators.Here,the author carries on the analytic hierarchy process;two,defines the evaluation criteria of performance appraisal.Here,the author adopts fuzzy analytic hierarchy process.After the establishment of the performance appraisal system,it is applied to the performance appraisal of QD enterprises,and the performance improvement plan is put forward after practice.This is the core of this study.Thirdly,in order to ensure the smooth implementation of the performance appraisal system of the QD enterprise sales personnel,the author combined with the practical application in the previous period,and further put forward the supporting mechanism of the performance appraisal system.This study combines the theoretical analysis with the empirical research,through the literature analysis,questionnaire survey and personnel interview,and so on,the status and problems of the performance assessment of QD pharmaceutical enterprise sales personnel are analyzed and analyzed,and the performance evaluation system for them is established.The purpose of this study is to effectively improve the sense of goal and direction of the sales staff,to mobilize the enthusiasm of the work and to promote the completion of the sales task,to achieve a significant improvement in the effective management and performance of the sales staff,and to provide some ideas and reference for the performance management of the same industry.