Chia Tai Freda Pharmaceutical Co., Ltd. Sales Staff Performance Management System Study

During the past 20 years, the economy of china has maintained a rapid progress. Today the globalized economy has told Chinese enterprises that the realization of strategy is more important than be planed. In the developed countries such as Europe and America, the advanced technologies have been used such as ERP and 6SIGMAR, that give them a strong support in competition. To our Chinese enterprises, how to use high management technologies is a big question.In recent years performance management has enormously stimulated Chinese enterprises and researchers attention. In the petrochemical and manufacturing industry, many enterprises have implemented performance management. However, the implementation of performance management in the pharmaceutical industry is rare, especially in the pharmaceutical sales field is a blank. This is because the weak position of the Chinese medicine business, is still in the primitive accumulation stage; On the other hand, because the short-sighted of China's business leaders, only profits on the sale today, the one-sided pursuit of sales, to the neglect of the integration between staff objectives and corporate strategy. In the absence of performance management in a scientific, leading to the emergence of enterprises examination unfounded staff without destination flu, such as corporate strategies. Therefore, according to the business realities, we finished the design of pharmaceutical sales systematic performance management system.There are six parts in this article. The first part tells us the background and significance of the performance management study; the second part explains the more detailed exposition of the specific performance management theory, and performance management methodologies and tools, such as the famous performance management tool—balanced scorecard. Chapter III is about the analysis of performance management of the sales department of Shandong c.p. Freda Phar. co., Ltd , and tell us the current situation, identifies the problems arising from marketing system . Part IV, the first chapter is to make environmental analysis, proposes the new system in sales management model, and sub-preparation, performance targets, setting performance standards, performance counselling, testing, application performance sections. Part V...