Research On Performance Management Of The Sales Staff Of FRD Pharmaceutical Company

The pharmaceutical industry is an important industry relationship beneficial to the people’s livelihood, is an important field of fostering strategic emerging industry. Since the reform and opening up, along with the continuous increase of people’s living standard and improving the health care needs of the pharmaceutical industry in China, more and more public and government’s attention, occupy an increasingly important position in the national economy. In recent years, pharmaceutical production in China has been in the stage of development of sustainable, stable, fast."Eleven five" is China’s pharmaceutical industry has achieved remarkable results in five years. With the rapid growth of the national economy, people’s living standards gradually improve, increasing the national medical and pharmaceutical innovation input, the pharmaceutical industry to overcome the impact of the international financial crisis, continue to maintain the good momentum of development. Economies of scale and rapid growth. However, in view of the huge market, sales department own how performance management to achieve the goal of bigger and stronger, the Medicines Co is the urgent issues. Based on the present situation of performance management of sales personnel specific pharmaceutical enterprises--FRD Pharmaceutical Co. Ltd. at present and the analysis of the problems, the performance management of the pharmaceutical market sales staff did a series of planning and design, is designed to help the pharmaceutical industry sales team to achieve the sustainable development of long period steady.This paper analyzes the basis of performance management from the start, the basic methods of performance management meaning and specific measures for implementation of the system introduced and carried out a detailed analysis. Secondly, the operational characteristics of the pharmaceutical industry’s sales and operations are introduced, focusing on basic overview of FRD pharmaceutical companies, sales trends and challenges in the environment as well as internal and external environment and competitiveness analysis. This thesis mainly from three aspects of innovative research:First, the author FRD’s sales staff to develop performance plans program contains specific set of performance indicators, performance appraisal of the specific implementation and communication, performance appraisal feedback. Secondly, in the performance appraisal program design process, fully integrated pharmaceutical company FRD status, abandoned only for salespeople and sales back to the amount of quantitative indicators to assess the way the FRD system of the company’s sales people to take qualitative and performance two aspects of the comprehensive quantitative performance indicators for the assessment system, and in the assessment of the project to increase the number of customer visits, the number of customer profiles as well as hospitals develop qualitative performance indicators. Again, for the pharmaceutical company FRD salesperson performance results feedback to improve implementation of the new performance appraisal system has been preliminary feedback performance appraisal results were analyzed. Finally, the author FRD pharmaceutical companies on how to improve sales performance management to make several observations formulated to protect concrete implementation of performance management system.In the thesis research, using a combination of literature research, empirical research, questionnaire survey method and other methods of research, from literature to study abroad and the current status of the performance management analysis and research scholars; through the pharmaceutical industry FRD pharmaceutical company research and analysis as well as the current status of the problems faced; using questionnaires, interviews, etc. on a one to one exchange sales staff to specifically understand the current status of the company’s performance management and sales staff to seek advice on how to implement performance management to provide a reference. To design a suitable pharmaceutical company FRD performance evaluation model, and put forward relevant safeguards to protect the exact implementation of performance management.