Pharmaceutical enterprises and distribution channels institutional issues and countermeasures.docVIP

 PAGE \* MERGEFORMAT 8 Pharmaceutical enterprises and distribution channels institutional issues and countermeasures Based on the understanding of the market, at present the majority of pharmaceutical companies marketing pharmaceutical sales channel policy is based on a strategy exists, that is, the product introduction of plants, rather than to market their products directly to end-links, causing the entire chain from production to sales to stay in the ‘marketing’, there is no ‘selling’ the role of the existence, thus. Its sales channel is just a pipe, is to find distributors, the role of channels for the direct place in the middle channel, did not reach the end. Therefore, the channel extension of the role of the distribution system is currently among the most prominent issues. Currently working channel of Problems and Solutions Phenomenon: the lack of dealer marketing strategy guidance, totally dependent on distributors to do their own promotion. Do not result in a certain region or in the form of a breakthrough in a market. Countermeasures: This is the core problem is that manufacturers need to target channels in the cognitive bias occurs, the manufacturers hope that as the main distributor of direct sales, has not started, that is the end product should not be sold to the manufacturers the right to acquire, not according to its own objectives, require dealers to complete, but also prone to conflicts with the dealers, buck-passing phenomenon will appear, the real harm to the market, hurt the interests of manufacturers and distributors, but eventually manufacturers to cease development, loss of markets, a lot of opportunities. Therefore, to find a business channel distribution system, the need for goals and tasks, target assessment and work with each other supporting procedures, if dealers have the ability to develop the market needs and dealer signed a marketing agreement, the responsibility of each refinement and configuration, so that it can acquire f