日益激烈的人才竞争，使得人力资源管理在企业管理中的地位日益突出。销售人
员在企业经营过程扮演者重要角色，在人力资源管理中如何对企业销售人员进行
绩效考核，通过有效的绩效评估，在提升销售人员业绩的同时，能够提升企业的
效益。如何建立科学、高效、规范的绩效考核体系，进而规范销售人员的工作表
现，指引销售人员的工作方向，增强销售人员的工作积极性，提升其主观能动性，
是企业实现经营目标亟待探索的问题。

本文通过对软件欧亿·体育（中国）有限公司和销售人员的特点分析，并结合东华软件公司的具体问
题具体分析，从绩效管理和绩效考核的关系出发，应用 360 度绩效考核河层次分
析法进行了系统介绍并进行了优缺点的分析。

本文通过结合软件欧亿·体育（中国）有限公司的性质，分析软件欧亿·体育（中国）有限公司销售人员及其工作的特点，接
着对东华软件公司采用的销售人员绩效考核进行分析研究，阐述发展现状并发现
存在的问题。接着对东华软件公司销售人员绩效考核体系进行更改优化设计：更
新优化销售人员绩效考核指标体系，并且对该体系进行实际的实时应用，建立与
之配套的实施保障体系，包括薪酬方案和人力资源管理体制。

关键词：销售人员；软件欧亿·体育（中国）有限公司；绩效考核；薪酬方案；人力资源管理

Design and Research of Donghua Software Company Sales
Staff Performance Appraisal System
Specialty: Master of Business Administration
Name: Zhu Min
Instructor: Yang Jianping
Abstract
With the continuous development of China's market economy and the continuous
improvement of the market mechanism, the competition between enterprises is
increasingly fierce, and the core of competition is the talent competition, therefore,
human resource management is becoming more prominent. Since sales staff plays an
important role in the enterprise management, performance appraisal become the key part
of human resources management, and how to carry on the performance evaluation of the
sales staff, to maximize the promotion of sales performance, the enterprise has been
exploring the problem. To establish a scientific, effective, standardized performance
appraisal system, to regulate the sales personnel, sales operations, improve the initiative
and enthusiasm of the sales staff, make them work harder, encourage enterprises to
achieve business objectives.
This paper analyzed the characteristics of software industry and sales personnel,
and combined with the concrete analysis of concrete problems of Donghua software
company, from the perspective of the relationship between performance management
and performance appraisal, application of 360 degree performance appraisal of river
hierarchical analysis method was introduced and the advantages and disadvantages of
the.
Based on the characteristics of the sales staff and their job, and with the software
industry is the nature of the industry, software industry engaged in Donghua software
company sales staff performance appraisal of in-depth analysis, this paper expounds the
development situation and existing problems are found, on this basis, to design a set of
suitable for sales personnel of Donghua software company's performance appraisal
system, reconstruction, the sales staff the performance evaluation index system includes
the index system of performance evaluation of the sales staff for the effective
implementation of the performance appraisal system of sales application, security
system.
Keywords： Sales Staff, Software Industry, Performance Appraisal, Remuneration
Package, Human Resource Management