民营企业销售经理业绩评价方法新探

对销售经理的业绩进行科学、合理的考核历来是民营企业销售管理的重点.大多数民营企业对销售经理业绩考核方式追求销量、回款额等片面的、单一的财务指标,造成销售经理工作方向扭曲,销售工作缺乏可持续发展的基础.本文提出的销售经理业绩的层次综合评价法采用了一套包括销量指标在内的多方面、多角度的层次考核体系来对销售经理进行全方位的考核.避免了单一的财务指标考核造成的弊端和危害,可以杜绝销售经理片面追求短期经济回报而造成的对民营企业长远利益的损害.

Research on the Evaluation of Achievement of Sales Manager in Private Enterprise

It is the key point to assess the achievement of sales manager scientifically.Most of private enterprises assess the achievement of sales manager only by their sales and collection which makes the sales lack of foundation of sustainable development.This paper suggests the comprehensive ways in evaluating the sales manager so as to avoid assessing them only by the singular financial index and put an end to damage to long-term interest of private enterprises by pursuing the short-term economic return.