Management Of Marketing Personnel Performance JH Pharmaceutical Group

In recent years Chinese medicine market vigorous development, the size of the market in the enlarged at the same time, the enterprise competition is more intense. The expected future ten years, in the United States, Europe, Japan and other pharmaceutical market a slowdown in the background, China’s drug market will maintain rapid growth. In this period of opportunities and challenges, the domestic pharmaceutical enterprise will pay more and more attention to strategic planning, effective implementation of strategy, the market share of the competition, the sales staff performance management, in order to realize the sustainable development of the enterprises.JH pharmaceutical group sales process, sales staff frequent flow, resulting in a decline in competitiveness in the market, sales are falling. In view of this, JH pharmaceuticals group, set up reasonable and effective performance management system, the selection of better education for excellent sales staff, establish rational structure of sales team, to create a sustainable sales performance, finish the group’s sales target.Due to JH pharmaceutical group sales development appeared in the process of a line sales personnel and first-line managers part of erosion phenomenon, affect the company sales strategy implementation, hindered the development of the company’s sales. The sales staff of frequent flow, leading to the existing customer satisfaction in gradually reduced, and at the same time, new markets, new target customers can’t speed up the development, sales promotion, appear not persistent decline stage situation. In view of this, nowadays to companies are reasonable and effective performance management system, better choose brood leave good sales personnel, establish a reasonable structure of the sales team, to create sustainable funny performance, ensure that the company’s sales strategy target will be very necessary.This article altogether divides into six chapters. The first chapter:mainly introduces this topic research background and research significance, the research train of thought, method and main content of a simple paper, and briefly introduces the JH pharmaceutical group; The second chapter:this paper introduces the related theory of performance management and implementation framework, this paper the performance management process (job analysis, the balanced scorecard, performance appraisal index, performance appraisal method, incentive methods and salary management, performance management system overall scheme design principle, performance evaluation and performance training and development; The third chapter mainly analyzes JH pharmaceutical group status:from JH pharmaceutical group’s operating status, the organization structure, human resources situation three aspects introduced the basic situation of the group, in addition also introduced JH pharmaceutical group sales staff performance management system development history and current situation and JH pharmaceutical group sales staff performance management system the current problems; The fourth chapter mainly introduces JH pharmaceutical group sales staff performance management system design and implementation:according to H pharmaceutical group sales department performance management system design ideas, so as to make the performance management system design process (performance management system design the preparatory work, set up a sales job descriptions, compilation of balanced scorecard, setting performance goals, and make the performance plan, decomposition performance evaluation indicator, weight distribution, and assignment, establishing incentive scheme, establish compensation benefits structure and policy), which must be clear about the performance management of the participants in the roles and responsibilities to ensure JH pharmaceutical group performance management system implementation; The fifth chapter the paper JH pharmaceutical group sales staff performance management system of evaluation and prediction scheme into implementation.