目录摘要.........................................................................................................................................IABSTRACT.......................................................................................................................II一、销售人员绩效管理的意义...........................................................................1（一）绩效管理的概念及作用......................................................................1（二）销售人员绩效管理的意义................................................................1二、ZH公司销售人员绩效管理现状分析.....................................................2（一）ZH公司基本概况..................................................................................2（二）ZH公司销售人员基本情况.............................................................2（三）ZH公司销售人员绩效管理现状..................................................4三、ZH公司销售人员绩效管理存在的主要问题及原因分析.............6（一）销售人员绩效管理存在问题...........................................................6（二）ZH公司销售人员绩效管理存在问题原因分析..................9四、改进ZH公司销售人员绩效管理的对策.................................................9（一）员工参与绩效管理................................................................................9（二）制定绩效管理目标................................................................................9（三）完善绩效沟通与反馈制度..............................................................10（四）合理运用绩效结果..............................................................................10致谢...................................................................................................................................11参考文献...........................................................................................................................12附录......................................................................................................................................14摘要绩效管理是人力资源管理体系的核心，也是企业提升业绩的有效手段。目前，我国企业绩效管理实施效果不尽人意，特别是对销售人员的绩效管理。许多管理者并不能将绩效管理有关理论与企业现况结合起来。组织只有提高销售人员工作积极性，才能提高企业的组织效益。因此，加强对销售人员绩效管理方法的研究变得更加重要。本文以ZH公司为例，主要研究ZH公司销售人员绩效管理现状，并且针对绩效管理与考核过程中出现的问题，分析原因，并提出具有可操作性的绩效管理对策，最终达到提升ZH公司的竞争力的目标。关键词：绩效管理；绩效考核；销售人员ABSTRACTPerformancemanagementisthecoreofhumanresourcesmanagementsystem,butalsoaneffectivemeanstoenhancetheperformanceofenterprises.Atpresent,theimplementationofenterpriseperformancemanagementinChinaisunsatisfactory,especiallyfortheperformancemanagementofsalesstaff.Manymanagerscannotcombinethetheoryofperformancemanagementwiththebusinesssituation.Organizationscanonlyimprovetheenthusiasmofsalesstaffinordertoimprovetheorganizationalefficiencyofenterprises.Therefore,itismoreimportanttostrengthentheresearchonsalespersonnelperformancemanagementmethods.Inthispaper,ZHcompany,forexample,mainlyresearchZHsalesstaffperformancemanagementstatus,andforperformancemanagementandassessmentprocessproblems,analyzethereasons,andputforwardtheoperationalperformancemanagementstrategy,andultimately...
