华夏幸福基业销售人员绩效考核体系研究(2)

目 录

目 录

摘要 ..............................................................................................................................................I

Abstract ....................................................................................................................................... II 第一章 绪论 ..............................................................................................................................1

1.1 选题背景及意义 .......................................................................................................1 1.1.1 选题背景 .............................................................................................................1 1.1.2 选题意义 .............................................................................................................1 1.2 国内外研究现状 .......................................................................................................2 1.2.1 国外研究现状 ....................................................................................................2 1.2.2 国内研究现状 ....................................................................................................3 1.3 研究内容及方法 .......................................................................................................3 1.3.1 研究方法 .............................................................................................................3

1.3.2 研究内容 .............................................................................................................4 第二章 绩效考核相关理论 ...................................................................................................5

2.1 绩效考核概念 ............................................................................................................5 2.2 绩效考核原则 ............................................................................................................6 2.2.1 公平原则 .............................................................................................................6 2.2.2 反馈与修改原则 ...............................................................................................6 2.2.3 定期化与制度化原则 ......................................................................................6 2.2.4 可靠性与制度性原则 ......................................................................................6 2.2.5 可行性与实用性原则 ......................................................................................7 2.3 绩效考核方法 ............................................................................................................7 2.3.1 360 度考核法 .....................................................................................................7 2.3.2 平衡计分卡 ........................................................................................................7 2.3.3 目标管理法 ........................................................................................................7 2.3.4 关键绩效指标 ....................................................................................................8

2.4 本章小结 ....................................................................................................................8 第三章 华夏幸福基业销售人员绩效考核现状分析 ......................................................8

3.1 公司概况 .....................................................................................................................8 3.2 公司销售人员销售工作分析 ................................................................................9 3.2.1 销售人员的特征分析 ......................................................................................9 3.2.2 销售工作分析 ....................................................................................................9 3.3 公司销售人员绩效考核现状 ................................................................................10 3.3.1 公司绩效考核体系的分阶段发展现状................................................ 10

目 录

3.1 公司绩效考核体系的分考核维度发展现状........................................ 12 3.4 公司销售人员绩效考核问题与原因分析 ............................................................... 13

3.4.1 存在的问题 .................................................................................................... 13 3.4.2 原因分析 ......................................................................................................... 3.5 本章小结 ................................................................................................................. 4.1 销售人员绩效考核体系优化的原则及思路……………………………. 4.1.1 绩效考核体系优化的基本依据…………………………………….. 4.1.2 绩效考核体系优化的原则………………………………………….. 4.1.3 绩效考核体系优化的思路………………………………………….. 4.2 销售人员绩效考核体系指标及标准的确立……………………………. 4.3 绩效考核运作系统的设计………………………………………………. 4.3.1 建立绩效考核流程....................................................................................... 4.3.2 建立销售人员绩效考核表 ......................................................................... 4.4 本章小结………………………………………………………………….

第四章 华夏幸福固安地区销售人员绩效考核体系优化………………………….

结论………………………………………………………………………………... 参考文献 ................................................................................................................................. 致谢 .......................................................................................................................................... 附录 ......................................................... …… 此处隐藏：6460字，全部文档内容请下载后查看。喜欢就下载吧 ……