An Analysis Of The Influences Of Sales Intensity On Market Share And Sales Volume For M Company, And The Development Of Marketing Tactics

Pharmaceutical grade sterilizing filter is one kind of typical industrial consumable materials. It is widely used in many drugs' manufacture processes. M company is one of the largest suppliers of sterilizing filter in the world.This article collects and investigates the detailed market situation of sterilizing filter in more than ten provinces in north China, including Macro and Micro business environment, product application fields, product categories and characters, competitors, end users' information, and marketing strategies of each supplier. Through in-depth analyses and summaries of all these marketing scenarios, it helps us to better understand the business environment, identify competition situation, discover customer behaviors as well as key sales influence factors, and judge the market prospect. Just like many other products, sales force intensity is also the most important influence factor in sterilizing filter selling process. In this article, according to seventy five pieces of end users' sales data and business information, it uses Linear Regression and Correlation Analysis models to study the relationship between Sales Force Intensity vs. Market Share as well as Absolute Sales Force Intensity vs. Absolute Sales Quantity, and discusses the relevancy effect and relating degree among these marketing factors. At the same time this article also verifies the dependability and importance of model running conclusion, the results indicates that the conclusion can generally explain the relationship between dependent and independent variables. On the basis of marketing investigation and data analysis, the last part of this article defines the market position of M company and formulates the long term and short term market strategies of sterilizing filter according to company's own characters and general development strategy, and also submits a comprehensive executive plan according to each important marketing objectives.Finally, it hopes that this article can be helpful to marketing research work of peers as well as other industry consumables with same attributes.