Contents

• Introduction …………………………………………………………………..4
• 2. Understanding of Performance Management…………………………………4
• 2.1 Purpose of Performance Management.............................................................5
• 2.1.1 Strategic Concept
• 2.1.2 Development
• 2.1.3 Administration
• 2.2 Criterion for Performance Management……………………………………..7
• 2.2.1 Hard Factors
• 2.2.2 Soft Factors
• 3. Critical Analysis of Performance Management in Australian companies……8
• 4. Sources of Information of PM for Sales Assistance………………………...10
• 4.1 Manager
• 4.2 Peers
• 4.3 Customers
• 4.4 360 Degree
• 5. Fairness & Performance Management……………………………………...12
• 5.1 Validity of Performance Management
• 6. Summary…………………………………………………………………….14
• 7. References…………………………………………………………………...15

Description

This essay answers the following questions on Performance management –
1. discuss the three general purposes of performance management and criteria for effective performance management systems which can be adopted in contemporary business organisations.
2. argue for and against the implementation of a performance management system in contemporary business organisations in Australia.
3. examine the sources of performance information you would use to adequately evaluate the performance of sales assistance in a selected business (you should select a suitable organisation as an example for this task).
4. evaluate the fairness of performance management.