Performance Appraisal

Paper Summary:

This paper discusses the use of performance appraisal in a small company in which performance appraisal is handled by the manager of each sales region and is thought of as an ongoing process. It explores the brief monthly reports, which are based on sales performance and lengthier quarterly appraisals of a more formal fashion. It explains that the general sales manager sends out a simple form to be filled out for each employee indicating sales record and managerial evaluation.

From the Paper:

"The company being considered is one that is in the business of producing and selling computer equipment. This company has been in business for about five years and has grown rapidly, perhaps too rapidly, and the development of the sales force has been undertaken to date in a rather haphazard fashion. The sales department is the one whose performance appraisal is to be examined. The company was developed as a distributor for a product created in Belgium and imported by this company for sale in the United States. The product allows an office to connect multiple computers to one or two printers, with a buffer so that a number of jobs can be retained at once and then printed out in the order received. The product was sold successfully in Europe by the originating company. The U.S. company also refined the product and improved it before putting it on ..."

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