Mprovement Of SW Company’s Pharmaceutical Sales Staff Incentives

In recent years, the pharmaceutical industry(PI) has maintained a rapid growth trend. Bio-pharmaceutical industry, as a promising representation of PI, is valued by Chinese government. There are types of governmental preferential policies for supporting the development of bio-pharmaceutical industry. Major pharmaceutical companies have also invested a lot of resources to found new bio-pharmaceutical company and discover new bio-drug. In a short period of time, various domestic bio-pharmaceutical companies were founded and devoted into different areas such as vaccines, blood products, antibodies, peptide drugs, etc. All of the situations above intensify the competition for talent at the bio- pharmaceutical industry.This paper is a study of the SW company, which has only 20 million yuan annual sales volume of business, with major product L(radioactive labeled antibody) in the treatment of cancer. Due to the backward of hardware facilities and the strict regulation of domestic radioactive labeled drug, sales volume of SW company could not maintain a stable growth, profitability continued to decline. Declining sales has seriously affected the sustainable development of SW company.Internal issues of SW also had a direct impact to the incentive system. In the time of rapid growth of bio-pharmaceutical industry, staff of SW generally felt the inequality between effects and income, which made turnover became more frequently, especially in the sales department.According to the current situation, this paper applied the human resource development theories, performance management theories, compensation management theories to analysis the sales pattern of SW company. Aimed at the disadvantages of sales strategies, performance assessment and bonus distribution system, we did several internal investigations and basic researches. Combined the rapid growth of bio-pharmaceutical industry, the shortage of talents and the actually needs of future strategic development of SW company, we are seeking to establish an incentive system which focuses on performance assessment. This incentive system should be built on the basis of rationality and scientificity, should include the basic framework of incentive methods, specific execution of job assessment and evaluation, continuous suggestions of improvement, etc. We also evaluated the operability and promotion value of this incentive system and made an application guide to the other companies.