本文關(guān)鍵詞： 千金藥業(yè) 區(qū)域經(jīng)理 銷(xiāo)售績(jī)效 內(nèi)部交換市場(chǎng) 績(jī)效考核　出處：《中南大學(xué)》2013年碩士論文　論文類型：學(xué)位論文

【摘要】：摘要：隨著新醫(yī)改和新版GMP認(rèn)證體系的實(shí)施,國(guó)內(nèi)醫(yī)藥市場(chǎng)的競(jìng)爭(zhēng)進(jìn)一步加劇。目前醫(yī)藥企業(yè)之間的競(jìng)爭(zhēng)更多體現(xiàn)在市場(chǎng)上的競(jìng)爭(zhēng),但實(shí)際上,作為站在市場(chǎng)最前沿的銷(xiāo)售區(qū)域經(jīng)理,其工作狀況直接影響著企業(yè)經(jīng)營(yíng)目標(biāo)的實(shí)現(xiàn),影響著企業(yè)市場(chǎng)競(jìng)爭(zhēng)力的提升。因此,合理的績(jī)效考核體系對(duì)銷(xiāo)售區(qū)域經(jīng)理的工作狀態(tài)具有重要引導(dǎo)作用。 本文從株洲千金藥業(yè)股份有限公司的區(qū)域銷(xiāo)售經(jīng)理績(jī)效考核現(xiàn)狀入手,對(duì)現(xiàn)階段千金藥業(yè)的銷(xiāo)售模式、區(qū)域銷(xiāo)售經(jīng)理的地位和作用、現(xiàn)有區(qū)域銷(xiāo)售經(jīng)理考核體系等進(jìn)行了全面剖析,根據(jù)績(jī)效考核的相關(guān)理論,認(rèn)為千金藥業(yè)的區(qū)域銷(xiāo)售經(jīng)理績(jī)效考核存在考核指標(biāo)設(shè)置不合理、考核指標(biāo)的彈性定額不固定、績(jī)效考核機(jī)制不科學(xué)等主要缺陷。進(jìn)而提出要通過(guò)實(shí)行區(qū)域經(jīng)理負(fù)責(zé)制,建立銷(xiāo)售全流向考核,推行內(nèi)部交換市場(chǎng)機(jī)制等來(lái)優(yōu)化區(qū)域銷(xiāo)售經(jīng)理績(jī)效考核體系。在此基礎(chǔ)上,提出要從建立起層級(jí)管理的組織結(jié)構(gòu),建立區(qū)域銷(xiāo)售經(jīng)理崗位職責(zé)體系,績(jī)效考核結(jié)果溝通與運(yùn)用,完善商業(yè)單位藥品流向管理體系等方面來(lái)建設(shè)千金藥業(yè)區(qū)域銷(xiāo)售經(jīng)理績(jī)效考核體系的配套措施。 本文提出的相關(guān)對(duì)策建議,對(duì)其他醫(yī)藥制藥企業(yè)也有一定的實(shí)踐參考價(jià)值。
[Abstract]:Absrtact: with the implementation of the new medical reform and the new GMP certification system, the competition in the domestic pharmaceutical market is further intensified. At present, the competition among pharmaceutical enterprises is more reflected in the competition in the market, but in fact, As the sales area manager who stands at the forefront of the market, its working condition directly affects the realization of the enterprise's business objectives and the promotion of the enterprise's market competitiveness. The reasonable performance appraisal system has the important guidance function to the sales area manager's working condition. This article starts with the current situation of performance appraisal of regional sales manager of Zhuzhou Qianjin Pharmaceutical Co., Ltd., and analyzes the sales mode, the status and role of regional sales manager, as well as the current sales model of Qianjin Pharmaceutical Co., Ltd. Based on the relevant theory of performance appraisal, it is considered that the performance appraisal of Qianjin Pharmaceutical Industry has unreasonable performance evaluation index setting, and the flexible quota of appraisal index is not fixed. The main defects of performance appraisal mechanism, such as unscientific performance appraisal mechanism, and so on, are put forward to optimize the performance appraisal system of regional sales managers through the implementation of the regional manager responsibility system, the establishment of the whole flow assessment of sales, the implementation of internal exchange market mechanism, and so on. It is proposed to establish the organizational structure of hierarchical management, establish the responsibility system of regional sales manager, and communicate and apply the results of performance appraisal. Improve the management system of drug flow in commercial units to build Qianjin Pharmaceutical Regional sales Manager performance appraisal system. The related countermeasures and suggestions provided in this paper have some practical reference value for other pharmaceutical enterprises.
【學(xué)位授予單位】：中南大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類號(hào)】：F426.72;F272.92

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本文編號(hào)：1511426