| 基于BSC的销售人员KPI考核方法及应用研究 |
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| 引用本文： | 夏永林,李莹莹.基于BSC的销售人员KPI考核方法及应用研究[J].企业活力,2012(10):50-54. |
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| 作者姓名： | 夏永林 李莹莹 |
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| 作者单位： | 西安电子科技大学人文学院,西安,710071 |
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| 摘 要： | 对销售人员进行有效的绩效考核,直接关系到对销售人员的激励与约束,也影响着企业的内部管理。当前国内的企业在销售人员的考核中对绩效考核的内容考虑不全面,绩效考核结果没有充分利用。这些行为对绩效考核产生了消极的影响。企业应该从销售人员绩效考核指标入手,采用科学的管理方法,建立一整套销售人员的绩效考核体系,从而提高绩效考核在企业销售人员管理中的积极作用。
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| 关 键 词： | 绩效考核 BSC KPI 绩效工资 |
Appraisal of Key Performance Indicators for Sales Staff Based on BSC and Application of the Result |
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| Xia Yong-lin,Li Ying-ying.Appraisal of Key Performance Indicators for Sales Staff Based on BSC and Application of the Result[J].Enterprise Vitality,2012(10):50-54. |
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| Authors: | Xia Yong-lin Li Ying-ying |
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| Institution: | 1,2.School of Humanities and Arts,Xidian University,Xi’an 710071,China) |
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| Abstract: | Effective performance appraisal of the sales staff is directly related to the sales staff incentives and constraints,and also affects the internal management of the enterprise.Currently,domestic enterprises do not fully consider the content of the performance appraisal,and do not take full advantage of the performance evaluation results.These acts had a negative impact on performance appraisal.Enterprise should start from the sales staff performance appraisal index,and adopt scientific management methods to establish a complete set of sales staff performance appraisal system,thereby enhancing the positive role of performance appraisal in enterprise sales force management. |
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| Keywords: | performance appraisal BSC KPI performance pay |
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