摘要：现今处在一个通信技术十分发达的时代，这个时代里有着无数的商机，面对如此多的商机，企业间竞争也变得越来越激烈。企业间的竞争，除了市场份额的竞争，还有人才的争夺。通讯行业里，对于销售人才的争夺是企业竞争的关键点，优秀的销售人才是企业销售业绩的保障，是企业生产发展的关键点。但是，销售人员的流动相对较频繁，他们整体的综合素质偏低，面对这些问题，企业要做到有效地对销售人才进行管理和考核，这是企业管理者首要关注的问题。

　　　本文的研究意义在于通过对公司绩效管理体系的研究，帮助A公司找到一个最适合其销售部门的绩效管理理论与实践体系，从而充分利用起企业现有的人力资源，实现利益最大化，为公司带来更多的回报。

　　　本文的研究目的在于分析找出A公司现有绩效管理体系中存在的问题，并且找出相应的对策，通过这些对策解决现有的问题和不足，达到更好地促进员工职业发展以及提高员工的综合素质，提高A公司的绩效管理水平。本文以A公司为研究对象，运用360°绩效考核法和目标管理法来分析找出A公司销售部门绩效管理理论与实践体系的不足之处并且分析得出其原因。

　　　 通过研究，发现A公司对销售人员的绩效管理存在许多需要改进的地方，这些都要引起销售部门以及整个公司的人事部门的注意，同时要立即进行改进。A公司要在现有的基础和条件下，表现出足够的市场竞争力，内部绩效管理工作的改进势在必行，只有通过合理有效地绩效管理，这样公司的人力资源才会被充分发掘利用，产生最大的效益，公司才能够利于竞争的不败之地。

关键词：A公司；销售人员；绩效；绩效管理

ABSTRACT：Nowadays in an era of communications technology is very developed, this era has brought many businesses opportunities, but also makes the competition between enterprises is more and more fierce. Competition between enterprises, not only limited in the market, as well as performance in the competition for talent. In the communications industry, the product sales personnel is the enterprise compete for key points, good sales personnel is the guarantee of enterprise sales, is a key point for the development of enterprises. However, sales staff turnover, low comprehensive quality problems, this case, do effective sales talent for management and appraisal, become the focus of the enterprise managers.

　　　This essay takes A Communication Company as object of study and raise my own opinions aimed at the problems existed in performance assessment of sales department．

　　　Research significance of this article is based on the research of the company performance management system, to help A company to find A most suitable to the sales department of theory and practice of performance management system, so as to make full use of the enterprise existing human resources, realize the maximization of the interests for the company to bring more returns. 

　　　The purpose of this study is to be able to help A company to sort out the major problems in the current performance management, to better promote the employee career development and improve the comprehensive quality of employees, improve the level of A company's performance management. Based on A company as the research object, this paper USES 360 ° and target management performance evaluation method to analyze the sales department to find A company performance management system theory and practice of the deficiency and the analysis of the cause. 

　　　Through research, I found A company for sales personnel performance management there is A lot of room for improvement, these will cause the attention of the sales department and the company's personnel department, at the same time to improve immediately. To A company and the basis of the existing conditions, show the enough market competitiveness, it is imperative to improve internal performance management work, only through reasonable performance management effectively, so that the company's human resources can be fully utilize, have the greatest benefit of the company before it can be conducive to competition invincible position. 

Keywords: A company ; Salesmen ；Sales Department; Performance examine