【正文】 Organization Developement, AddisonWesley, Reading, MA, 1981. 3. Michael E. Porter, Competitive Advantage, Free Press, New York, NY, 1985. Robert J. Greene, ., SPHR, CCP, is consulting principal with James amp。90s. Organizations that allow employees and units to justify their existence by making only their superiors happy will find the availability of the resources necessary to reward performance to be shortlived. Notes 1. Lester C. Throw, The Zero Sum Solution, Simon amp。t motivate them!) Selection, placement and development strategies and programs must also be aligned with the performance model, to ensure that the right people are in place to pursue unit missions and to meet their objectives. Finally, the customer must bee the focal point for evaluating whatever outes an anization produces. If there is a customer with an effective demand (is willing to pay) for these outes, the anization has a viable purpose。s systems, most notably the performanceappraisal and reward systems. Employees are expected to adhere to policy, even if it might result in their being indifferent to the changing needs and wants of the customer In order to receive a large pay increase and/or incentive award, it is necessary to receive a high performance rating. In order to receive a high rating, it is necessary to convince the superior, not the customer, that performance has been good. This closedsystem thinking seals the anization from customer feedback and the very intelligence which will enable customer needs from being accurately assessed and addressed. The adoption of a model such that illustrated in Exhibit 2 hard wires the instrument panel. It enables employees to read customers on a realtime basis and adjust efforts to meet current customer needs and wants. The feedback loop enables employees and/or performance units to determine what the customers perceive to be happening, which may be more critical than what is happening. In such a model, customer also drives rewards, which raises the stakes and increases employee motivation to focus on the customer. And the customers are treated as central to the anization39。 If discovered they have not obtained the full display in some aspect ability, may give it even more to have the challenge duty, provide sun folds the talent for them the opportunity. The examination and critique is advantageous to strengthening to the sale campaign management in sales management process. Had each month examination and critique, respectively sells the region these active mass to be able automatically to increase, because the sales personnel all hoped said the better examination and critique result. Simultaneously the sale campaign efficiency also can do .The examination and critique can let sell the clerk discretely top order and the motion, they can start with a way to work. The examination and critique can let sell manager vision control supervisor39。s effective method Can verify the sales personnel39。s achievement which one gives the sales personnel39。 The customer and the enterprise relate (processing which to customer, at the same time as well as enterprise relates and so on)。s good point of view, the maintenance sale team relatively stable, sells the difficult problem which manager and the enterprise must be solve . The function standard is sells manager to the sales personnel job performance expectation and the request. Carries on the examination and critique take the duty standard as the criterion is the objective examination and critique, he and work direct correlation. The considerable examination and critique method use target has three big kinds: Delivers the target (order form number, customer number and so on), the investment target (sale access, operating time and time assignment, expense, nonsale campaign and so on) as well as delivers/the investment ratio target (expense ratio, customer development ratio, visit ratio and so on). The function condition is sells manager to the sales personnel working ability expectation and the request. By the function condition the examination and critique which carries on for the basis is the subjective examination and critique, with ability direct correlation. The examination and critique content includes: Sales achievement (sales volume, to new customer sales volume, various types product sales volume and so on)。s past, current and potential patients, for example), it may be necessary to develop a sampling frame which results in a manageable number of customers but which provides a valid crosssection. After these critical customers are identified, the next step is to define what customers need and expect from the unit, then to develop a method of measuring what the customers actually get. Many anizations are beginning to realize their policies and procedures prescribe rigid courses of action for specific sets of circumstances and that these plans can go haywire if customers react differently than assumed or change their needs and/or priorities. This growing realization is the result of many painful errors. . auto manufacturers continued to push big cars at consumers, assuming the smallcar buying binge was a temporary fad. Industrial suppliers often provide only standard catalogue items which can be created in long, efficient production runs, even while customers increasingly demand rapid access to customized products and/or services. The same type of error is repeated by many employers who offer their standard jobs to the labor force (customers)and their remedy for a bad personjob fit is to impose the standard training programs on the worker. The sales personnel is the real estate enterprise realizes the value to be most important the auxiliary booster, because the sales work is ext