绩效管理英文文章及翻译 第6页
operating time and time assignment, expense, non-sale campaign and so on) as well as delivers/the investment ratio target (expense ratio, customer 本文来自辣*文~论-文^网to the sales personnel working ability expectation and the request. By the function condition the examination and critique which carries on for the basis is the subjective examination and critique, with ability direct correlation. The examination and critique content includes: Sales achievement (sales volume, to new customer sales volume, various types product sales volume and so on); Work knowledge (product situation, enterprise knowledge, sales promotion skill and so on); The customer and the enterprise relate (processing which to customer, at the same time as well as enterprise relates and so on); Individual characteristic (including work manner, individuality, ability and soon).
The examination and critique is achieves the sales goal the guard. The sale goal is sells the management process the beginning. It sells the organization, sells the region design and the sales fixed quantity formulation instruction function. After these completions of work, the sales economy starts to advertise for disposition, training and the drive sale personnel, urges them to face the sales goal diligently. At the same time, sells manager also to have the regular collection with the reorganization related plan execution situation information. Does this on the one hand is advantageous to not reasonably eliminates to the plan carries on there vision, on the other hand is advantageous to the discovery actual situation and the plan difference, in order to discovers the reason and seeks the countermeasure.
The examination and critique gives the fair return the basis the science inspection, gives the fair reward, to drive the sales personnel has the vital role. The effective examination and critique plan through carries on the appraisal to the sales personnel's achievement which one gives the sales personnel's corresponding reward or the treatment in the appraisal foundation, avoids producing not fairly, drove the sales personnel continues to try hard.
The examination and critique is excavates sells talented person's effective method Can verify the sales personnel's actual sales ability through the examination and critique and utilize the short effect. If discovered they lack some on the one hand the ability, may carry on training to it to supplement and the strengthening aspect ability; If discovered they have not obtained the full display in some aspect ability, may give it even more to have the challenge duty, provide sun folds the talent for them the opportunity.
The examination and critique is advantageous to strengthening to the sale campaign management in sales management process. Had each month examination and critique, respectively sells the region these active mass to be able automatically to increase, because the sales personnel all hoped said the better examination and critique result. Simultaneously the sale campaign efficiency also can do .The examination and critique can let sell the clerk discretely top order and the motion, they can start with a way to work. The examination and critique can let sell manager vision control supervisor's motion plan, promptly finds the problem. Thus has the enough time to make the adjustment.
Change reward systems论文网
http://www.751com.cnThis "canned approach" to servicing customers is perpetuated by the organization's systems, most notably the performance-appraisal and reward systems. Employees are expected to adhere to policy, even if it might result in their being indifferent to the changing needs and wants of the customer In order to receive a large pay increase and/or incentive award, it is necessary to receive a high performance rating. In order to receive a high rating, it is necessary to convince the superior, not the customer, that performance has been good. This closed-system thinking seals the organization from customer feedback and the very intelligence which will enable customer needs from being accurately assessed and addressed.
The adoption of a model such that illustrated in Exhibit 2 "hard wires" the instrument panel. It enables employees to "read customers on a real-time basis and adjust efforts to meet current customer needs and wants. The feed-back loop enables employees and/or performance units to determine what the customers perceive to be happening, which may be more critical than what is happening.
In such a model, customer also drives rewards, which raises the stakes and increases employee motivation to focus on the customer. And the customers are treated as central to the
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