| ACKNOWLEDGEMENTS | 第4-5页 |
| ABSTRACT | 第5-6页 |
| 摘要 | 第7-8页 |
| LIST OF ABBREVIATIONS | 第8-20页 |
| 1 Introduction | 第20-26页 |
| 1.1 Reasearch Background and Significance | 第20-22页 |
| 1.1.1 Research Background | 第20-21页 |
| 1.1.2 Research Purpose and Significance | 第21-22页 |
| 1.2 Research Contents and Methods | 第22-26页 |
| 1.2.1 The Research Ideology | 第22-23页 |
| 1.2.2 Research Methods | 第23-24页 |
| 1.2.3 Structure of the Thesis | 第24-26页 |
| 1.3 Research Framwork | 第26页 |
| 2 Literature Review | 第26-44页 |
| 2.1 Related Concepts of Performance Management | 第27-31页 |
| 2.1.1 Performance | 第27-28页 |
| 2.1.2 Performance Appraisal | 第28-29页 |
| 2.1.3 Performance Management | 第29-31页 |
| 2.2 Performance Management Methods | 第31-37页 |
| 2.2.1 Management by Objective Method(MBO) | 第31-32页 |
| 2.2.2 Key Performance Indicator(KPI) | 第32-34页 |
| 2.2.3 Balanced Scorecard (BSC) and Strategy Map | 第34-35页 |
| 2.2.4 360Degree Feedback Evaluation | 第35-37页 |
| 2.3 Other Theories Related to Performance Management | 第37-40页 |
| 2.3.1 The Concept of Incentive Theory | 第37页 |
| 2.3.2 The Methods of Incentive Theory | 第37-40页 |
| 2.4 Performance Management Characteristics of Sales Staff | 第40-44页 |
| 2.4.1 The Definition and Type of the Sales Staff | 第40-42页 |
| 2.4.2 Analysis of the Job Characteristics of Sales Personnel | 第42页 |
| 2.4.3 Main Factors of Performance Management for Sales Staff | 第42-44页 |
| 3 The Analysis on the Current Situation and Problems of Performance Management of Sales Staff of HT Company | 第44-58页 |
| 3.1 Introduction of HT Company | 第44-48页 |
| 3.1.1 Introduction of HT Company | 第44-45页 |
| 3.1.2 The Basic Situation of the HT Sales Team | 第45-48页 |
| 3.2 The Current Situation of Performance Management of Sales Staff in HT Company | 第48-50页 |
| 3.2.1 Overview of the Current Situation of HT Company's Performance System | 第48页 |
| 3.2.2 The Status of Performance Appraisal of HT Company | 第48-49页 |
| 3.2.3 The Present Situation of the Setting and Decomposition of the Target Valueof Performance Assessment in HT Company | 第49页 |
| 3.2.4 The Application Status of Performance Evaluation Results of HT Company | 第49-50页 |
| 3.3 Investigation and Analysis of Sales Staff Performance Management | 第50-55页 |
| 3.3.1 Survey Methods and Tools for the Sales Staff Performance ManagementSystem | 第50-52页 |
| 3.3.2 The Survey of the Sales | 第52-54页 |
| 3.3.3 The Interviews Results of the Sales Managers | 第54-55页 |
| 3.4 The Existing Problems in the Current Performance Management System | 第55-58页 |
| 4 Optimization and Implementation of Performance Management System for SalesPersonnel of HT Company | 第58-75页 |
| 4.1 The Goal of Optimization of the Performance Management System of HTCompany Sales Staff | 第58-59页 |
| 4.2 Overall Thinking on the Optimization of Performance Management System | 第59-61页 |
| 4.3 Optimization and Adjustment of Performance Management System | 第61-75页 |
| 4.3.1 The Determination of the Model of Performance Management | 第61-64页 |
| 4.3.2 The Formulation and Decomposition of Performance Goals | 第64-66页 |
| 4.3.3 Optimization and Adjustment of Performance Indicators | 第66-69页 |
| 4.3.4 The Establishment of Performance Feedback and Performance Coaching | 第69-72页 |
| 4.3.5 Optimization and Adjustment of the Application of Performance Results | 第72-75页 |
| 5 The Implementation Planning of the Optimization of Performance ManagementStrategies | 第75-80页 |
| 5.1 Implementation of Objectives and Expected Effects | 第75页 |
| 5.2 Key Point and Difficulties of Implementation | 第75-77页 |
| 5.2.1 The Insufficient of Personnel Ability | 第75-76页 |
| 5.2.2 More Indicators, Data Collection and Computing Difficulties | 第76页 |
| 5.2.3 Fast Product Updating and More Frequent Target Adjustment | 第76页 |
| 5.2.4 Organizational Culture Conflict in the Process of Implementation | 第76-77页 |
| 5.3 The Support Mechanism of the Performance Management system | 第77-80页 |
| 5.3.1 Personnel Support | 第77-78页 |
| 5.3.2 Institutional Support | 第78-79页 |
| 5.3.3 Information System Support | 第79-80页 |
| 6 Conclusion and Prospect | 第80-83页 |
| 6.1 Conclusion | 第80-81页 |
| 6.2 Limitations of The Research | 第81页 |
| 6.3 Prospect | 第81-83页 |
| REFERENCE | 第83-87页 |
| APPENDIX | 第87-88页 |
