A study on the performance assessment of sales representatives: A case of local cable TV

• Main Authors: Chi- Chang Kao, 高啟彰
• Other Authors: Hsiu-Li Kuo
• Format: Others
• Language: zh-TW
• Published: 2011
• Online Access: http://ndltd.ncl.edu.tw/handle/24030031260794916649

碩士 === 銘傳大學 === 傳播管理學系碩士在職專班 === 99 === How do Taiwan cable operators to keep up their business advantages while facing the severe market competitions from telecom carriers and wireless TV digitalization? Among which, the key profit for business comes from sales representatives. Excellent sales representative play key factor for business success. However, the employee assessment for cable TV industry are mostly done in subjective judgment, which cannot provide an objective evaluation with accurate data analysis. Therefore, it is important to conduct a good employee assessment. There are 3 objectives of this research: (1) To discuss the evaluating benchmark for employee assessment set by supervisors at local cable TV, (2) To construct performance assessment structure via experts’ interview on previously set benchmark, (3) To use fuzzy multi-criteria decision-making to provide a suitable evaluating method for local cable TV sales performance assessment. This research uses Yeong Jia Leh cable operators as real-case study, delegating them to use fuzzy multi-criteria decision-making to evaluate their sales representives’ performance assessment. This study aims to build up a fair, objective and reasonable performance assessment pattern for local cable TV.