The Analysis On Reasons For The Outflow Of Medical Representative And Countermeasures

In the past30years especially from21th century, the economy of China, with itshigh-speed development, grows to be the focus of the world and the third economies.According to the international standard, Pharmaceutical industry is one of the15types of international industry and the5types of product with the fastest developmentof the world trade。Under the forecast of the American pharmaceutical advisory body,the overall scale of Chinese pharmaceutical industry will grow to be the secondlargest pharmaceutical market in2015, up to2010,20pharmaceutical foreigncompanies, which rank in world’s top20, build the production base in China andgradually merge and expand.Medical representative is the most important source of pharmaceutical foreigncompanies, who directly influence the enterprise’s performance and development, sothe outflow of medical representative can take the pressure to pharmaceutical foreigncompanies, recently, how to prevent the outflow of medical representative becomes tothe serious problem that deeply worry the pharmaceutical foreign companies.I, work as medical representative more than one year, communicate withfront-line colleagues of pharmaceutical enterprises, and hold a deeply experience tothe problem of the outflow of medical representative.The paper is sorted out and generalized through the inspection of the relatedbooks, periodical papers, degree dissertation, being investigated and analyzed bysome ways, including questionnaire, interview, empirical analysis of law, Meanwhile,it combines the BE company’s phylogeny, characteristics, scale, system, vision of thefuture, and discourse according to the thinking of proposing questions, analyzingquestions and solving questions, then putting forward the methods andcountermeasures that suit to the reality.I hope this paper can provide the reference value for preventing the outflow ofmedical representative of BE company and strengthen the comprehensivecompetitiveness of enterprise, meanwhile, it can possess the reference significance forthe pharmaceutical enterprises in the industry.The paper proposes the main reasons on the outflow of medical representativesin the foreign enterprises, including some social factors: like the high demand ofmedical representatives, who can not adapt to the justifiable behavior that belongs tothe international requirements, medicines tender and price reduction lead to the sales decline in the cost of labor, the implementation of reform program causes more fiercecompetition between the medical representatives, on the other hand, there are someenterprise factors, unsound system of corporate communication leads to staff turnover.Imperfect system of enterprise training causes the limit space for employees’ personaldevelopment, which also can not provide the fair working environment, meanwhile,low loyalty of new employees for the company, much more opportunities for highlyeducated person, limited needs for personal development, character and position donot match, unreasonable personal targeting, on this basic, it puts forward somestrategies and recommendations for reducing the outflow of medical representatives:providing the career development opportunities for the excellent staffs, buildingharmonious enterprise culture, creating the environment of fair competition, providingthe reasonable pay and benefits, improving the performance management system,putting up the harmonious working environment and strengthening communicationand exchange.