中小型3PLs企业销售人员绩效考核指标体系研究

Study on Performance Evaluation Index System of Sales Personnel of Small-and-medium-sized 3PLs Enterprises

结合西安高新区一家具体3PLs企业T公司实际工作,在对我国中小3PLs企业销售人员绩效考核指标体系存在的问题和原因以及3PLs销售模式特征及其销售管理针对性要求分析的基础上,为T公司制定了销售人员绩效考核方案,该方案具有较强的针对性和操作性,对同类企业具有较强的借鉴意义。

In this paper, in connection with the practice of a certain 3PLs enterprise in the high-tech district of Xi’an, we analyzed the problems, and causes thereof, of the performance evaluation index system of the sales personnel of the small-and-medium-sized 3PLs enterprises in China and then through the case of a company T, formulated the sales personnel performance evaluation plan for the company that was clear-targeted and highly operable.