Private Pharmaceutical Company X Medicine On Behalf Of The Incentive Mechanism Reaearch

An organization needs to take the incentives to mobilize the enthusiasm of the members of the, especially the sales staff. In recent years, rapid development of China’s pharmaceutical industry, the sales force by the number of medical representatives. Due to the particularity of the industry, making the sales force, there are many difficulties in the management and incentive. However, the establishment of private medical representatives of pharmaceutical companies’ incentives is incredibly complex. These salespeople exist in contradiction of their own interests, business interests and the interests of customers. If no special incentives to their sales would be difficult to be carried out smoothly. Medical representatives of the public opinion of the target of the criticism today, pharmaceutical representatives need a combination of structural incentives.National research on the incentives of medical representatives is mainly concentrated in the professional commitment, employee integrity, satisfaction of employees and employee turnover. With China’s pharmaceutical, medical system reform spent groping and volatile, the new medical correction in the step by step, the medical representatives quickly as a new force development in the pharmaceutical industry, the incentive system for the construction of the establishment of medical representatives, however, and remains to be further improved.The paper is based on a research topic on the establishment of the medical representatives of the private pharmaceutical companies incentives. Incentives from the private pharmaceutical enterprises in China’s own characteristics, combined with its existing medical representatives, and comprehensive analysis of the many problems of the private pharmaceutical companies in the process of medical representatives incentives: performance appraisal can not effectively play a role in incentive compensation design structure reasonable incentive and lack of medical representative career planning and training system is imperfect to the lack of incentives. Pharmaceutical industry experience combined with the author for many years, the results of theoretical studies of many scholars, three aspects of the training mechanism of the performance evaluation, compensation incentives, as well as pharmaceutical representatives, medical representatives of the private pharmaceutical companies incentives system, proposed a reform and improve the medical representatives of the private pharmaceutical companies incentives program. The analysis further demonstrated that private pharmaceutical companies incentives to establish through empirical case of Company X. This paper aims to establish incentives from pharmaceutical representatives, thus promoting the industry norms of medical representatives and professional lines, and thus play a role in promoting the development and standardization of China’s pharmaceutical market.