Research On The Construction Of Pfizer 's High Performance Medicine Sales Team In China

After entering the WTO, China has achieved sustained and rapid development in economy and society and has become the world’s third largest medicine market. Pfizer started to enter the Chinese market in 1980s and began to recruit sales mans in China in 1990. Until today, Pfizer has spent a total investment of nearly ＄1 billion in China, and the number of sales people in China has been amplified to five thousand. In the same time, other transitional pharmaceutical corporations are eager to expand business in China. Continued growth in product sales revenue and market share are the most significant things for companies. In order to obtain more profits, the pharmaceutical companies have increased their investment in the sales teams, the number of sales teams is becoming huge, the competition in Chinese medicine market is rather fierce. Under such a background, Pfizer China is facing with the problem of low performance in sales teams. A sales team of high performance has become the competitive power and source of profits of the company. Building a sales team of high performance is of no delay. But do you know how to build a high performance sales team? What measures could be taken to promote high performance pharmaceutical sales team building? Can you give Pfizer China some advice?This paper uses three methods, practical method、questionnaire survey and literature research, and uses high performance theory, identity theory, team development cycle theory, leadership theory, incentive theory as the theoretical basis for the research. This paper uses Team PC-PIE2-NJ1 of Pfizer China as the object of study, starts from PC-PIE2-NJl’s evolution to a sales team of high performance, and summarizes the reasons why PC-PIE2-NJ1 becomes such a team, which turns out to be emphasizing team leading, team culture and team system. This paper then presents the current situation and existing problems of its team building. At last, this paper concludes the successful experience of PC-PIE2-NJ1 to give advice to the high performance sales team building of Pfizer China which can help to speed up the process of building such a team and also provide reference to the managing of sales team of foreign pharmaceutical companies...