Pharmaceutical Marketing- Managing large customers or to manage key customers-.docVIP

 PAGE \* MERGEFORMAT 9 Pharmaceutical Marketing: Managing large customers or to manage key customers? As a pharmaceutical pharmaceutical companies, our products are through the various channels customers to complete the final sale, all kinds of customers carry out their duties. A wholesale business need to give us back to paragraph two commercial products need to complete the distribution of pharmacy products is to present the consumer front, consumer product sales to complete the ultimate enforcer. Of course, now a wholesale business has been increasing emphasis on the terminal network, many commercial customers already have their own ability to carry out distribution terminal; With the gradual growth of chain drug stores, more and more chain stores purchase directly to the pharmaceutical industry, the whole industry chain, more and more complex. 1, from large customers to manage key customers Pharmaceutical companies, as our medicine every day management of the industrial chain of customers, some small, but more of our time is for large customer management. However, for large customers to understand each business is different, some enterprises are classified under the sales ranking, 20% of customers completed the sale of 80% of enterprises, so it seems logical to customers in selected major clients. However, living Pharmaceutical Co., Ltd. Shenzhen Gold is to major clients, have different views, large customers are attached to a key customer areas. In fact, in intense market competition, China’s pharmaceutical market, on the one hand we should actively look for blue ocean, but we should be based on the existing Red Sea, in the Red Sea to do better and more solid than its competitors in order to ensure that the area through the Red Sea greater profits, the opening for the Blue Ocean reserve more resources. We can try from a different perspective to classify the customer screening, such as the contribution by selling a large proportion of clients classifie