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  3. Performance Evaluation Your company is planning to have a performance evaluation on employees of the sales department. You have

Performance Evaluation Your company is planning to have a performance evaluation on employees of the sales department. You have

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问题 Performance Evaluation
Your company is planning to have a performance evaluation on employees of the sales department.
You have been asked to be in charge of this.
Discuss the situation together, and decide:
- how you will evaluate the staff’s performance
- what you will do to encourage better performance in the future.
选项
答案A: It’s April now, time for our performance evaluation of each department, and this time we will start our evaluation from the sales department. B: Yes, as our routine, we will evaluate salespersons’ performance according to three categories, namely, their sales figures of last year and the rank among all members: numbers of active clients they have, including the clients our salespersons gained or lost and the background and strength of these clients: and their operation costs. A: Could you please say more clearly? B: Sales figures are the direct indicator of a salesman’s performance, and we should compare the figures with that of other years and with that of other persons, so we can know the trend of the sales. Clients means profits for our company, so the numbers and quality are of great importance to our development. A: I see. And their operation costs also have a direct influence on our price, right? I guess these figures will give us a comprehensive analysis of their last year’s performances. B: That’s for sure, we have adopted these categories for several years and the effect of such evaluation has been proved. But this year I hope we can find some new measures to encourage our salesperson. A: So what can we do? ... I’m thinking of giving the Salesperson of the Year Award to spur them to work harder. Apart from spirit encouragement, we may also offer higher sales commission for those with the highest sales figures. B: Speaking of monetary incentive, we may provide bonus for their cost-saving behaviour as well. A: Good idea! I’ll report our discussion to our manager, and I’m sure he will like it.
解析     本次讨论的任务是决定如何评价员工的表现以及如何去激励员工。根据要求决定的要点1“将如何评价员工的表现”，我们可以结合以下三个方面的内容：销售额(sales figures)、客户的数量和水平(clients number and their background)和运营成本(operation costs)展开讨论。根据要求决定的要点2“采取何种措施鼓励员工更好地表现”，可以使用的激励措施有：设立年度最佳销售奖(Salesperson of the Year Award)；更高的提成(sales commission)；奖金(bonus)。
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