Research On The Management Strategy Of Big Customer In Cancer Production Department Of BM Pharmaceutical Company In China

Unlike other products of pharmaceutical products, with its unique business model, with the continuous improvement of the implementation of the new national health care reform and pharmaceutical procurement model, pharmaceut ical sales environment has undergone great changes. Continue to market new products, treatment concept with large domestic and international clinical trials is changing, gradually increasing the doctor’s choice, enabling customers to reduce corporate loyalty.company’s major clients become the lifeblood of major companies compete for resources potential in expanding large number of customers, large customers to improve quality has become an important way for enterprises to enhance competitiveness. Oncology pharmaceutical industry special drugs, due to cancer treatment concentrated in large hospitals, the customer is limited in scope, as the company’s cancer drug sales, improve internal fixation group of large number of customers and the quality is the only way. A strong corporate profits will result in reductions in other companies, so the market is very competitive in major companies.Account Management is to help customers screening companies, subdivision, in order to select the optimal client companies to manage customer segmentation, create a different service model, through effective account management, allowing enterprises to continuously improve profits, get strong competition advantage.This paper reviews the account management and a large customer segmentation theory, a clear definition of large customers to explain the large customer relationship management theory and a large model of customer relationship development, customer management status BM large pharmaceutical companies in China and the oncology business unit problems were analyzed according to the actual situation in China BM Pharmaceuticals oncology business unit and domestic market conditions, the BM tumor pharmaceutical companies in China business customer segment made recommendations and identified at different stages of large customers work priorities and key account manager duties. Finally, some suggestions for Chinese pharmaceutical companies BM tumors business account management, and specific implementation process some suggestions.