| Abstract:Along with the implementation of the new healthcare reform and new GMP certification, domestic competition in pharmaceutical market is further intensified. At present, the competition among pharmaceutical enterprises more reflected in market competition, however, as a regional sales manager standing in the forefront of the market, his working state directly influences the realization of business objectives, as well as the market competitiveness promotion. Therefore, a reasonable performance appraisal plays an important role in working state of a regional sales manager.Stating from the current situation of performance appraisal in Zhuzhou Qianjin Pharmaceutical Co., Ltd, this paper analyzes comprehensively the sales model, the status and role of a regional sales manager, and the current assessment system in Qianjin Pharmacy at the present stage. It is considered that, according to related performance appraisal theories, there are main defects, i.e. unreasonable evaluation index, unfixed evaluation index of elasticity quota, unscientific performance evaluation mechanism, in regional sales managers’ performance appraisal in Qianjin Pharmacy. Then this paper proposes that through the implementation of regional manager responsibility system, the establishment of sales total flow assessment, the implementation of internal exchange market mechanism to optimize performance appraisal system of regional sales managers. On this basis, it puts forward to establish supporting measures from the aspects such as establishing organization structure of level management and a regional sales manager responsibility system, the performance evaluation results of communication and application, improving management system of commercial units’ flow of drugs for the construction of Qianjin Pharmacy sales manager performance appraisal system.Related suggestions this paper proposed also have some practical reference values for other pharmaceutical enterprises. |
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