Research On Sales Management Problems And Countermeasures Of A Pharmaceutical Company Based On Internal Control

At present,internal control research focuses on the implementation of internal control,improve internal control and other aspects of the pharmaceutical company sales internal control research is relatively less,based on this,this paper takes A pharmaceutical company as a case,and combined with the method of investigation and analysis of sales management internal control issues empirical research.A Pharmaceutical Company is an important manufacturer of Chinese patent medicine and TCM decoction pieces,mainly engaged in the production and sales of a series of important products,which has a certain influence and representation in the industry.A pharmaceutical company has established sales internal control system,but in the actual operation process,there are problems such as weak sales department management,sales pricing deformity.Therefore,this paper aims to study the internal control of sales management of A pharmaceutical company,make up for the loopholes and deficiencies of internal control of sales management,improve the profitability and market competitiveness of A pharmaceutical company,and promote the sustainable development of A pharmaceutical company.This paper first introduces A pharmaceutical company sales management internal control construction development process,according to A pharmaceutical company sales business status analysis of the existing weak links;Secondly,combined with the questionnaire survey and construction of structural equation model,focusing on the research of the reasons leading to the sales problems of A pharmaceutical company;Thirdly,based on the analysis results of structural equation model,this paper puts forward corresponding strategy suggestions for A pharmaceutical company to improve the internal control of sales management.Based on the current research of A pharmaceutical company and empirical study of structural equation model,this paper found that A pharmaceutical company has problems such as imperfect sales plan,unscientific sales pricing mechanism,loopholes in sales expense management system,and insufficient experience in accounts receivable management.In view of the above problems,A pharmaceutical company should improve the internal sales environment,sales plan,sales rights and positions,sales pricing,sales contracts,shipments and accounts receivable management,improve the quality of internal control.