Research On Optimization Of Sales Expense Management And Control Of Company A

The outline of the "14th Five-Year Plan" proposes to build a healthy China and provide people with a full range of life-cycle health services.In recent years,with the improvement of my country’s scientific and technological strength and the awakening of people’s health concept,my country’s medical device industry has achieved great development,and the overall strength of leading enterprises in various fields has also greatly improved.However,objectively speak ing,compared with European and American countries,my country’s medical device industry as a whole still has the problems of lack of core competitiveness of products and insufficient market penetration and share.Most enterprises in my country’s medical device industry choose to increase their market share by increasing their marketing efforts and expanding their sales force.When the industry is highly competitive and their own competitive advantages are not obvious,this sales method will lead to overruns in sales expenses.The problem.If an enterprise does not have sufficient control over sales expenses,it will fall into a vicious circle of high sales expenses-insufficient R&D investment-lack of core competitiveness-high sales expenses.Therefore,it is very important for enterprises in the medical device industry to manage and control sales expenses.Company A is a leading enterprise in the field of in vitro diagnostics,a sub-sector of the medical device industry.After 2015,Company A gradually exerted its efforts and experienced a three-year high-speed growth stage.Now it has entered a stage of stable development.The growth rate has slowed down,but its sales expense ratio has remained high,much higher than the industry average.Studying the problems existing in the management and control of sales expenses of company A and analyzing them to put forward targeted suggestions will help solve the problem of excessive sales expenses for the company and provide reference for other similar medical device companies.This paper takes the management and control of sales expenses of company A as the starting point,and uses the methods of literature research,case analysis,survey research,and comparative analysis to analyze the problems existing in the management and control of sales expenses of company A.First of all,by reading the literature,this paper sorts out the optimization methods of sales expenses,summarizes the shortcomings of the existing research,and defines the relevant core concepts,which lays the foundation for the following research.Secondly,on the basis of literature research,this paper uses case analysis method and comparative analysis method to analyze the current situation of company A’s sales expense management and control,and identifies that company A’s sales expense management and control mainly include aggressive sales strategies,ineffective budget management,and rationality of expenses.Questions about authenticity,poor implementation of the financial sharing reimbursement system,and lack of motivation for sales staff to reduce sales expenses.Finally,based on the identified problems,combined with the internal control system,budget management theory,and financial sharing center theory,this paper proposes the transformation and upgrading of market strategy,optimization of budget management,establishment and improvement of sales expense review system,improvement of reimbursement process intelligence level,Suggestions for improvement such as optimizing the incentive system for sales personnel.This paper hopes to study the problems related to the management and control of sales expenses of Company A,a typical enterprise in the medical device industry,which can help to standardize the sales business of the enterp rise,reduce the risk of violations,improve the profitability,and enhance the competitiveness of the enterprise.Enterprises embark on the road of expansion to lay a solid foundation.