【摘要】：自從改革開放以來,我國的市場經(jīng)濟(jì)得到了蓬勃充分的發(fā)展;2001年12月,我國正式加入WTO,簽署了一系列貿(mào)易協(xié)議,取得與世界貿(mào)易組織中的多國自由穩(wěn)定的多邊、穩(wěn)定的最惠國待遇,使得我國的進(jìn)出口貿(mào)易有了井噴式的增長,在增加了出口的同時(shí),也迎來了眾多優(yōu)質(zhì)強(qiáng)大的國際企業(yè)入華,讓我們自身的企業(yè)站在了國際競爭的大舞臺(tái)上。在新的市場態(tài)勢和競爭中,我國家具行業(yè)作為傳統(tǒng)的勞動(dòng)密集型產(chǎn)業(yè),在國際市場上擁有天然的成本優(yōu)勢,每年出口規(guī)模逐漸走強(qiáng),成為我國出口創(chuàng)匯的生力軍之一,并且,隨著房地產(chǎn)市場的火熱,國內(nèi)市場對于家具的消費(fèi)也掀起了一個(gè)又一個(gè)的小高潮,盡管如此,在全球化競爭的超級大舞臺(tái)上,在國內(nèi)新老家具企業(yè)此起彼伏地涌現(xiàn)中,面臨激烈的市場競爭,家具企業(yè)的管理手段、運(yùn)營方式和渠道模式都面臨著改革需求,以便讓企業(yè)在新的市場競爭中處于不敗的境地。在財(cái)務(wù)管理中,利潤分配是十分重要的一環(huán),其中,對于銷售經(jīng)理的績效評價(jià)以及勞動(dòng)報(bào)酬體系確定會(huì)直接影響銷售經(jīng)理的工作動(dòng)力,進(jìn)而影響整個(gè)企業(yè)產(chǎn)品的市場終端呈現(xiàn)狀態(tài)和市場占有率。本文在學(xué)習(xí)國際先進(jìn)績效評價(jià)理論的基礎(chǔ)上,對四海公司現(xiàn)狀進(jìn)行了解和調(diào)研,找出現(xiàn)行制度的不足和問題,提出適合四海公司的“過程+結(jié)果”的績效評價(jià)綜合體系,以圖達(dá)到綜合、全面、科學(xué)的績效評價(jià)效果,鼓舞銷售經(jīng)理們奮勇、積極投身到銷售工作當(dāng)中去。本文強(qiáng)調(diào)了對銷售經(jīng)理們的績效評價(jià)的重要意義,概述了國際和國內(nèi)的相關(guān)研究成果。其次,系統(tǒng)總結(jié)了了一下對于績效管理理論的學(xué)習(xí)成果,概括性介紹了績效管理理論的發(fā)展,為構(gòu)建新的企業(yè)銷售經(jīng)理績效評價(jià)體系提供理論基礎(chǔ);對銷售經(jīng)理崗位的職責(zé)、地位以及所需要的能力和素質(zhì)進(jìn)行介紹,為新的評價(jià)指標(biāo)提供依據(jù);在對四海公司現(xiàn)有績效評價(jià)體系進(jìn)行分析的基礎(chǔ)上,使用科學(xué)的辦法提出四海公司新的銷售經(jīng)理績效評價(jià)指標(biāo),并對不同指標(biāo)權(quán)重進(jìn)行比較確定,構(gòu)建新的銷售經(jīng)理評價(jià)體系,并且充分考慮到日后新體系運(yùn)行將遇到的問題,提出幾條將新體系在四海公司運(yùn)用的保障性措施。
[Abstract]:Since the reform and opening up, China's market economy has been booming and full development; In December 2001, China formally joined the WTO, and signed a series of trade agreements, which obtained free and stable multilateral and most-favoured-nation treatment with a number of countries in the World Trade Organization, which made the import and export trade of our country have a blowout growth. In addition to increasing exports, it also ushered in a large number of high-quality and powerful international enterprises to enter China, so that our own enterprises stand on the stage of international competition. In the new market situation and competition, our furniture industry, as a traditional labor-intensive industry, has natural cost advantage in the international market, and its export scale is gradually strengthening every year. With the hot real estate market, the domestic market for furniture consumption has also set off one after another small climax, however, in the global competition in the super big stage, in the domestic new and old furniture enterprises emerge one after another. Facing the fierce market competition, the furniture enterprise's management means, the operation way and the channel pattern all face the reform demand, in order to let the enterprise be in the undefeated situation in the new market competition. In financial management, profit distribution is a very important part, among which, the performance evaluation of sales manager and the determination of labor compensation system will directly affect the working motivation of sales manager. Furthermore, it affects the market terminal state and market share of the whole enterprise product. On the basis of studying the international advanced performance evaluation theory, this paper studies the current situation of Sihai Company, finds out the shortcomings and problems of the current system, and puts forward a comprehensive performance evaluation system suitable for the "process result" of the company. In order to achieve comprehensive, comprehensive and scientific performance evaluation, encourage sales managers to actively participate in sales work. This paper emphasizes the importance of performance evaluation for sales managers and summarizes the related research results both at home and abroad. Secondly, it summarizes the learning results of performance management theory, introduces the development of performance management theory, and provides a theoretical basis for the construction of a new performance evaluation system for sales managers. Introduce the responsibility, status, ability and quality of the sales manager position, and provide the basis for the new evaluation index; Based on the analysis of the existing performance evaluation system of Sihai Company, the new performance evaluation index of the sales manager of Sihai Company is put forward by scientific method, and the weight of different indexes is compared and determined, and a new evaluation system of sales manager is constructed. Taking into account the problems that the new system will meet in the future, this paper puts forward several measures to guarantee the application of the new system in Sihai Company.
【學(xué)位授予單位】：廣西大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2017
【分類號】：F426.88;F274

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