The Customer Stratagic Of Psychotropic Drugs Marketing

Inducting and then meeting the needs of consumers are the start points and main contents of market sale management. In modern society, a more and more critical social need is to keep or restore mental health for people living and working under extraordinarily strenuous and challenging conditions. How to meet this social need for an enterprise? And how to manage the sale of psychotropic drugs? To answer these two questions, the author has conducted a preliminary study combining his theoretical knowledge in sale management and experiences in consumer psychology and market stratagem making gained from long term working at pharmaceutical companies run by foreign capital.A line of evidences have shown that the burden caused by mental illnesses in China is becoming heavier and heavier and is estimated as the greatest one among all diseases in 2020. Psychotropic drugs sale is the third largest market after cardiovascular drugs and antibiotics in global pharmaceutical market. The market for psychotropic drugs in China is not well developed and there is a vast room for development and profit making. Pharmaceuticals should not be taken casually or abused and psychotic patients are even not able to choose drugs due to their mental illnesses. Therefore, the major route for psychotropic drugs sale and to let a patient under medication is prescription by doctor. Pharmaceutical enterprises should induct and encourage doctors to choose drugs properly while complying with the laws and regulations for drug sale and being responsible for the society. In this article, the author has investigated the factors influencing doctors' decisions of prescription and concluded how to encourage doctors' prescriptions for a certain drug by listing the specific strategies. The author has also presented his viewpoints on future development of pharmaceutical market and hoped this study would lead to much more further researches in this field.