Pharmaceutical market winning sales in the rural areas Series 5- the rural market development process and steps.docVIP

 PAGE \* MERGEFORMAT 11 ‘Pharmaceutical market winning sales in the rural areas’ Series 5: the rural market development process and steps Exploration of rural markets is not random, nor disrupt the war; rather rule-based. The ‘s’, that is, the rural market development process and procedures. First step, the division of regional markets, determine the strategic objectives First, determine the regional level, location of regional types, regional marketing strategy specific. What are a few companies start go hand in hand to develop a nation-wide rural markets. Different scales, the strength of the company, different product mix of business, must determine the size of the different objectives and the spatial scope of regional markets. Identified in a specific regional context, they must be classified on the regional market position, divided into different types of regions to implement different marketing strategies. Second, the regional breakdown of each district to determine the specific business development objectives. In determining the scope of the region again after comprehensive consideration administrative divisions, population, consumption levels, traffic conditions, customer distribution, policy input and other relevant factors, the region is further broken down into several partitions. And specifically identify each partition of the market development and product promotion schedule, objectives and tasks (including sales volume and sales value), target market share, target dealers and retail customers the name of the distribution terminals. The second step, the formation of marketing teams, build management platform The establishment of regional marketing management platform, mainly the following: 1, to establish marketing teams: business personnel, recruitment, training, supervision, guidance and evaluation of incentives to promote their by ‘courier’ to ‘salesman’, ‘Sales Representative’ to the ‘client adviser’ conversion. 2, the development of mana