Pharmaceutical Companies Pharmaceutical Marketing Channel Management

Any changes in medicine industry will give rise to extensive social attention, while medicine circulation has become the focus of government and society concern. However, there exist many problems in medicine circulation which have relationship not only to state policies, marketing modulation and medicine distributors' qualification, but also to drug manufacturers' marketing channel design, management and control.Based on evaluation of risks facing and chances presented to drugs producers, this paper, from the point of manufacturers' view, summarizes existing problems in selecting, motivation, training and credit risk control of channel members, analyses reasons causing them, as well as puts forward corresponding settlements . The paper also provides the unique marketing strategies to hospitals and doctors. At last, the development trend of medicine circulation is presented.