The Optimization Design Of ZN Pharmaceutical Company’s Sales Agent Mode

Pharmaceutical industry In China, pharmaceutical agency system has become a marketing mode suitable for China’s national conditions. It can help the enterprise to make full use of the local agents of the channel and capital resources, quickly occupied the market, achieved sales performance. The agency system has become an important option marketing mode of pharmaceutical companies, because the influence of the objective environment of Chinese medical system and medical market.ZN pharmaceutical company is a large pharmaceutical enterprises, located in the provincial capital of Shijiazhuang City in Hebei province, giving priority to with antibiotic preparations. In the past ten years, the company implemented a pharmaceutical agent marketing model in the marketing channel management strategy, make the sales of company products, economic benefits and the size of the company have great development and improvement. However, it is also facing many problems in the implementation process of the pharmaceutical agent system, how to adapt to The implementation of the provincial bidding, antibiotic treatment, two vote system implementation environment changes, to maintain the sustainable development of enterprises, improve and perfect the medical agent system has become the main problem facing the development of the company.This paper use the theory with practical analysis method, literature, the SWOT method, combined with the theory of marketing channel management strategy in marketing management, in the recent changes in the pharmaceutical industry background, study and design for the improvement and development agency model in ZN pharmaceutical company. The theoretical framework and development process of the medical agency model is based on the analysis of ZN pharmaceutical company, analysising the current existing problems; analyses and research from the marketing channel design, selection of channel members, channel and channel management, channel incentive and integration, customer management,, proposes the ZN pharmaceutical company should exert the leading role, construction of a new mode of cooperation, enhance the net firms bidding ability, strengthen the selection and management, agent way to optimize the channel flow management.