本文選題：制藥集團　切入點：營銷人員　出處：《南京理工大學》2013年碩士論文　論文類型：學位論文

【摘要】：近年來中國醫(yī)藥市場蓬勃發(fā)展,國內制藥企業(yè)僅靠領導人獨自決策的模式已經(jīng)很難適應激烈的市場競爭,必須依靠高效的營銷管理團隊,通過績效管理將企業(yè)遠景與銷售人員個人目標有機結合起來,使員工在企業(yè)工作中得到更多學習培訓和施展個人才華的機會,也會由于自己對組織的貢獻獲得晉升或加薪。通過績效管理的實施會使銷售人員感覺到自己在公司存在的價值和意義,從而激發(fā)銷售人員的工作積極性以及使命感,加強對所在公司的歸屬感與認同感。 JH制藥集團銷售拓展過程中,銷售人員對公司的歸屬感較差,導致在市場中的工作積極性相對不是非常高,銷售業(yè)績增長速度不突出。鑒于此,JH制藥集團制定了合理有效的績效管理體系,更好的選用育留優(yōu)秀的銷售人員,建立結構合理的銷售團隊,創(chuàng)造可持續(xù)的銷售業(yè)績,按期完成集團的銷售目標。 文章共分為五章。第一章：主要介紹本課題的研究背景和研究意義,對研究思路、方法以及主要內容進行了簡單的闡述,并簡單介紹了JH制藥集團；第二章：介紹績效管理相關理論；第三章：主要分析JH制藥集團現(xiàn)狀：從JH制藥集團的經(jīng)營狀況、組織架構、人力資源狀況三個方面介紹了集團的基本情況,此外還介紹了JH制藥集團銷售人員績效管理體系發(fā)展歷史和現(xiàn)狀以及JH制藥集團銷售人員績效管理體系當前面臨的問題；第四章：主要介紹JH制藥集團銷售人員績效管理體系的設計與實施,從而保證JH制藥集團績效管理體系的順利實施;第五章：闡述了JH制藥集團銷售人員績效管理體系的方案評價及導入實施預測。
[Abstract]:In recent years, the Chinese pharmaceutical market has been booming, and the domestic pharmaceutical enterprises have been unable to adapt to the fierce market competition by relying solely on the decision-making model of their leaders. They must rely on efficient marketing management teams. Through the performance management to combine the enterprise vision with the individual goal of the salesperson organically, so that the employee gets more opportunities to learn, train and display the individual talent in the enterprise work. Through the implementation of performance management, salespeople will feel the value and significance of their presence in the company, thereby stimulating their motivation and sense of mission. Strengthen the sense of belonging and identity of your company. During the sales expansion process of JH Pharmaceutical Group, the sales personnel have a poor sense of belonging to the company, resulting in relatively low motivation to work in the market. In view of this JH Pharmaceutical Group has developed a reasonable and effective performance management system, better selection of excellent sales personnel, the establishment of a reasonable structure of sales team, to create sustainable sales performance, Meet the Group's sales target on schedule. The article is divided into five chapters. The first chapter mainly introduces the research background and significance of this topic, the research ideas, methods and main content of a simple description, and a brief introduction of JH Pharmaceutical Group; The second chapter introduces the theory of performance management, the third chapter: mainly analyzes the current situation of JH Pharmaceutical Group: from the three aspects of JH Pharmaceutical Group's operating situation, organizational structure, human resource situation, it introduces the basic situation of JH Pharmaceutical Group. In addition, it also introduces the history and present situation of JH pharmaceutical group sales personnel performance management system and the current problems of JH pharmaceutical group sales personnel performance management system. Chapter 4th: mainly introduces the design and implementation of JH Pharmaceutical Group sales personnel performance management system, so as to ensure the smooth implementation of JH Pharmaceutical Group performance Management system; Chapter 5th: describes the JH Pharmaceutical Group sales personnel performance management system evaluation and implementation of the introduction of prediction.
【學位授予單位】：南京理工大學
【學位級別】：碩士
【學位授予年份】：2013
【分類號】：F272.92;F426.72

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