Study On Incentive Problem For Meiciacl Representives In BI Compan

According to the Chinese Academy of Social Sciences published "Blue Book ofChinese medicine: drug market report (2012)" in2012, China pharmaceutical marketscale reached926100Million yuan.“Blue Book” pointed out, China’s drug market presents the characteristics of lowconcentration and high-speed expansion, market competition is intense. Listing of theoriginal drug research more and more slowly, more and more small, the originalresearch patent expired drugs and generics occupy most of the market share,becoming the homogenization of competition, product difference becomes small,competition among pharmaceutical enterprises rely more on the sales team’scompetitiveness, and the sales team is composed of representatives,the the most basicunit. Therefore, timely and appropriately to encourage pharmaceutical representatives,their passion for work, so as to improve the competitiveness of the whole sales team,is the key to the Medicines Co to achieve the sales target.This paper first introduces the Chinese pharmaceutical enterprises andpharmaceutical representatives living environment. The boom of industry competitionis intense, reduce the income of the staff, to create difficulties.A competitive salesteam is the key in this context. In the environment of BI companies face the samepressure, need a set of incentive system to improve the enthusiasm of medicalrepresentatives. The author introduces the general situation of BI company and thecurrent pharmaceutical representatives incentive system, points out the drawbacks ofthe incentive system of BI company in the performance appraisal, salary incentive,occupation development three aspects and analyzes its causes, and finally putsforward specific solution to solve these problems. Performance assessment into theETMS (electronic area management system), the sales process through KPI (keyperformance indicators) quantization, in order to accomplish appraisal fair, fair, public, do pay attention to the result but not ignore the process. The salary system notonly can meet the basic pharmaceutical representatives need, but also embodies thevalue of the individual, taking into account the fairness and flexibility. As therepresentative of the occupation development to create opportunities, special attentionshould be given to development for small market on behalf of the needs of theoccupation development platform, provide equal, but also trained to represent eachskill. BI company is a large multinational pharmaceutical company, its products coverthe fields, the typical production, sales, management has the general multinationalenterprises, the incentive system problems but also in China large foreign investedenterprises generally the problem. I hope this article has done the analysis and theoptimization plan for pharmaceutical enterprises and other personal selling industrywith the incentive system construction reference.