On The Salesman Training System Improvement For B Pharmaceutical Enterprise,East China Branch Based On The Performance Technology

In recent years,the pharmaceutical industry takes on a rapid development tendency,but also faces an increasingly critical situation.Generally the reasons can be explained from two aspects:firstly,invitation for bid and the second bargaining are adopted for foreign-invested pharmaceutical enterprise;secondly,the excessive competition with low price among domestic-made imitated medicine,homogeneity of original imported products and other factors have impeded foreign-invested pharmaceutical enterprises to gain constant market share.To break away from this dilemma,enterprises should lay emphasis on cultivating high-quality salesman who can not only sell products,but also clearly deliver special product information to customers and bring the clinical value to patients,thereby enhancing the core competitiveness of their products.However,high recruitment costs,weak customer visit of salesman and considerable employee turnover exist in the B Pharmaceutical Enterprise,east China branch at present.Furtherly,its training system is unsystematic,and lacks a survey of training demand,follow-up and feedback after training;the curriculum content is too single to benefit all of the salesman and regional managers.Considering all these,B Pharmaceutical Enterprise,east China branch is in an urgent need of developing a perfect salesman training system,so as to cultivate salesman directly and cater for the personnel need in the strategic development process.Through literature review and analysis on the current condition,a study on improving the salesman training system of east China branch is conducted by means of performance technology model and multiple research methods.First of all,to understand training demand,questionnaire survey and interview are implemented combining nine-grid pattern of talent and salesman's competency model.Secondly,the optimal intervening measure is determined according to the training demand to make progress in system.Then,carrying out its improvement measure like a project and defining responsibilities and time of all people helps control progress and speed.Compared with previous training system,the new system centers more on:enhancing partners' cooperative awareness based on demand;raising participation degree of sales department;putting forward measures to improve training courses,methods and teaching staff.As shown in satisfaction survey and statistics of trainees,salesman can better grasp knowledge and skills,apply them in practice and realize performance under the new training system.At last,four measures to guarantee new training system are proposed in accordance with the actual condition of branch.This paper also tries to apply the performance technology in the training system,with a view to providing a reference and model for the domestic and foreign pharmaceutical industry.