恒大地产公司经营销售人员绩效管理的探析

恒大地产公司经营销售人员绩效管理的探析(论文13000字)
摘要
恒大集团是集民生住宅、文化旅游、快消、健康及体育为一体的企业集团。总资产4745亿，员工8万人。2014年销售额1315亿，纳税160多亿；2015年销售目标1500亿，有望跻身世界500强。恒大地产最终目标是成为全国恒大地产服务行业的领跑者。目前我国恒大地产开发企业的人力资源管理的整体状况不容乐观,必须清醒地了解现状并认识到其中存在的诸多问题。在不断地发展并与众多企业激烈的竞争中，若要取得优胜，必须实行适合企业的绩效管理。本文旨在通过分析恒大集团的绩效管理，以绩效管理知识为基础，结合恒大集团的实际情况，针对销售人员的工作绩效进行探讨，寻找解决的方法或设计一套完善的绩效管理体系供恒大集团参考。通过绩效管理方案或体系的改善以提高销售人员的绩效；增强销售人员对绩效管理的认识，减少抵触情绪；避免或缓和销售人员与上级间因绩效管理产生的矛盾；改善销售人员的工作态度和积极性；令销售人员通过合理的绩效管理，明确自身的工作目标，并不断地提高自己胜任工作的能力。
本文论述了恒大地产开发企业人力资源管理现状,并对其中存在的主要问题及产生原因进行分析,进一步提出适用于恒大地产企业的人力资源管理方案及在未来实施过程中应注意的问题。

关键词：恒大地产 人力资源管理 方案

Hengda Real estate sales company of personnel performance management
ABSTRACT
Hengda Group is the livelihood residential, cultural tourism, FMCG, sports and health as one of the enterprise group. The total assets of 474 billion 500 million, 80 thousand employees. In 2014 131 billion 500 million sales tax, about 16000000000; 2015 sales target of 150 billion, is expected to be among the world's top 500. The ultimate goal is to become the country's real estate Hengda Hengda Real estate services industry leader. At present, the overall situation of human resource management in China Hengda Real estate development enterprises is not optimistic, we must clearly understand the situation and recognize the existing problems. In the continuous development and fierce and many enterprises in the competition, to win, must be suitable for the enterprise performance management. The purpose of this paper through analysis of Hengda Group's performance management, performance management knowledge based, combined with Hengda Group's actual situation, to discuss the performance of the sales personnel, to find the solution and design a set of perfect performance management system for the reference of the Hengda Group. Through the improvement of performance management program or system to improve sales performance; enhance the sales staff on performance management knowledge, and to reduce resentment; avoid or alleviate contradictions between sales personnel and superior for performance management of; improve the sales staff work attitude and enthusiasm; make the sales staff through reasonable performance management, clear their work goals and constantly improve yourself qualified for the job.
This paper deals with the Hengda Real estate development enterprise human resources management present situation, and carries on the analysis of the main problems and causes, further is proposed in Hengda Real estate enterprise human resources management plan and problems should be paid attention to in the process of implementation in the future.

Key Words ：Hengda Real Estate human resources management plan

目 录
摘要    2
一、绪论    6
（一）研究背景    6
（二）研究目的与意义    10
二、绩效管理的概念、特点和相关理论综述    11
（一）绩效管理的的概念和含义    11
（二） 绩效管理的特点    11
（三）绩效管理的相关理论    11
三、恒大集团销售人员绩效管理的现状分析    11
（一）恒大集团简介    11
（二） 恒大集团销售人员及其绩效管理现状    12
（三） 恒大集团现有销售人员绩效管理存在的问题    14
四、对恒大集团销售人员完善绩效管理的思路和方法    16
（一）销售人员的绩效计划    16
（二）销售人员的绩效实施    18
（三）销售人员的绩效考核    20
五、结论    25
参考文献    26
致谢    26