Research On The Improvement Of Sales Consultant Performance Management In A Automobile 4S Shop

In recent years,China’s automobile industry has been developing rapidly,the car ownership has reached more than 200 million,and the demand for passenger cars has gradually become saturated.The automobile sales have entered the bottleneck period,and the competition in the automobile sales industry is very fierce.A automobile 4S shop is the special dealer of Audi brand in Dongying area.How to stimulate the enthusiasm of sales staff and promote the sales performance of the company is the key problem in its long-term development.This thesis selects the performance management of sales consultants in a automobile 4S shop as the research object,improves the performance management of sales consultants,and fully mobilizes the enthusiasm and initiative of its employees.This thesis firstly summarizes the relevant theories and methods of performance management.Second,qualitative description analysis A auto 4 s shop sales consultant performance management present situation,and USES the interview method to understand and summarize the problems existing in performance management,such as performance appraisal plan is not perfect,the lack of effective communication counseling,evaluation index set is not reasonable,and using A single assessment results,and analyzes the cause of the problem,there are mainly performance management value degree is insufficient,between various departments cooperate does not reach the designated position,not combining performance management with the company’s strategic goals,lack of special performance management institutions.Again,using the method of key performance indicators(kpis)will be A car 4 s store of strategic target decomposition,the balanced scorecard method is adopted to sales consultant performance appraisal index is divided into two categories,work performance and work behavior,and probes into the performance evaluation index weight design,implement and monitor the performance planning,performance coaching and feedback,the entire performance management improvement plan.Finally,it puts forward the guarantee measures for the improvement and implementation of performance management from the aspects of strengthening the attention of leaders,improving the organizational structure of the company,strengthening the performance appraisal supervision,establishing the appraisal culture,and improving the application of information technology.