| Since the first foreign investment pharmaceutical enterprise came into China in 1982, most of global famous pharmaceutical enterprise has come into China to build factory and sales network. Sales force team is 80% of total headcount. The continuing increasing of sales business and market share is the most important factor of the enterprise, and sales force management is also the core of company operation. According to China's Joining into WTO, great opportunity will be given to foreign investment pharmaceutical enterprise though competition has also gotten greater and greater, so how to build the most efficient sales force to attract and maintain talent is the most critical factor of their success within China's special medicine marketing environment.AstraZeneca is the fourth pharmaceutical enterprise of the world, one of the Fortune 500 biggest enterprises. In order to improve sales force efficiency, AstraZeneca apply the most advanced SFE mindset and ETMS (electronic territory management system) to ensure to meet its ambition in 2004 in China. The purpose of this article is how to build the most appropriate sales force model regarding goal and strategy, organization structure, salary, recruitment, training, control, motivation, performance assessment in foreign investment pharmaceutical enterprise in China according to AstraZeneca management model.The conclusion of this article is foreign investment pharmaceutical enterprise may improve its efficiency and ensure business development with high speed according to apply SFE and ETMS in sales force in China. |
