Оцінювання праці торгових представників промислових підприємств

Abstract

Проаналізовано сучасний стан та проблеми оцінювання праці працівників відділу збуту, викладено принципи її вдосконалення та окреслено напрями покращення. Розроблено систему показників оцінювання праці торгових представників промислових підприємств.

To improve the efficiency of sales activities in enterprises the objective evaluation of trade representatives labor should be conducted. The identification of strengths and weaknesses in this category of workers will become the basis of trade representatives activities improvement. There are different approaches to the evaluation of the trade representatives labor. The construction of the efficient system of indices for evaluation of the trade representatives labor requires the determination of principles of its development. For this purpose two groups of indicators are used: quantitative and qualitative. The first group of the identified indicators includes the results associated with sales, profit and costs. Qualitative indicators are more subjective and are the result of perfomance appraisal at the workplace. While assesing the sales results, making decisions concerning promotion and moral incentives to be used both groups of indices should be applied to evaluate the trade representatives labor. The modern state and problems of sales department workers perfomance evaluation are analyzed, the principles of its improvement are stated and the ways of its improvment are outlined in the article. The system of indices for the evaluation of the labor of industrial enterprises trade representatives is developed by the author.