Based On The Chinese Pharmaceutical Market Sales Organization Structure And Management Of Foreign Pharmaceutical Companies

Since the eighties of last century has been accompanied by China's reform and opening up, foreign pharmaceutical companies have entered the Chinese pharmaceutical market, with its excellent medical products and advanced marketing concept, rational enterprise sales organization won the praise of Chinese consumers, and gained in the pharmaceutical market, a huge corporate profits.Foreign pharmaceutical companies in the advanced marketing idea, rational organizational structure, scientific and standardized management in a planned economy to a market economy in a severe blow to China's pharmaceutical companies, but also for our pharmaceutical business to business restructuring, conversion marketing the concept of re-building enterprise sales organization provides a valuable experience for China's pharmaceutical companies out of the woods again, the market economy provides a good example. In addition, China's pharmaceutical enterprises to enter the process of modern management for enterprise managers provided a solid theoretical foundation and guidance.The author for many years in the foreign pharmaceutical companies through work experience, personal practice and observation of foreign pharmaceutical companies on the Chinese pharmaceutical market, sales process is to set up sales organization, sales organization and a variety of concrete in the market implementation and management of in-depth analysis and research, which summed up the foreign pharmaceutical companies in the sales organization design, implementation, management, advanced, scientific, reasonable, our pharmaceutical companies hope to sell in the future organization design, implementation, management assistance and inspiration provided drip.This is also the purposes of this article and significance.This article includes six chapters: The first chapter, Chapter II organizational theory, the third chapter of foreign enterprise sales organization structure, Chapter IV of foreign pharmaceutical companies to implement sales organization structure and management of the United States Schering-Plough Pharmaceutical Co. Chapter sales organization structure and management of the implementation of case studies, chapter six.The first chapter of this section on the status of the Chinese pharmaceutical market introduction, describes the background of this study, which leads to the subject of this study and research purpose and meaning, and this paper describes the methods and the structural design of paper.Chapter organization theory organizational structure of this section on the basic theory of review and inquiry, the system summarizes the theory of organizational structure in horizontal and vertical theory both the classification and distinction, summed up the various types of organizational structure the implementation plan, on the organization and management theory were described.Chapter III of foreign pharmaceutical companies in the sales organization structure of this section, the first foreign pharmaceutical companies in China pharmaceutical market, sales situation is analyzed and introduced to the horizontal structure of the functions, products, geography and other types of generalized and summarized , on the vertical structure of the linear type and flat type were compared and analyzed, summed up the foreign pharmaceutical companies in the sales organization in a reasonable, advanced and scientific.Chapter IV of foreign pharmaceutical companies selling organization and management of the implementation of the specific analysis of this section, several foreign pharmaceutical companies in the pharmaceutical market in the sales organization structure to implement the program, verify the chapters involved in the sales organization theory application in practical work and management, summed up the implementation process in a reasonable specific programs and advanced management mode.Chapter V the United States Schering Pharmaceuticals sales organization and management structure to implement this section by case analysis on the U.S. Schering Pharmaceutical Ltd. in the Chinese pharmaceutical market sales organization from the design, implementation, administration and management combined with practical work in detail analyzed and summarized. Through this case study demonstrated that foreign pharmaceutical companies in the sales organization and management, the implementation of the advanced nature of rationality.In chapter six of this section by section summary of the above, draw foreign pharmaceutical companies in the sales organization design, implementation and management of advanced theory, for the pharmaceutical companies in China provided a valuable experience, but also made abroad pharmaceutical companies in the sales organization structure of the shortage and the need for future research.