Pharmaceutical sales of team management.doc

 PAGE \* MERGEFORMAT 5 Pharmaceutical sales of team management Current pharmaceutical sales force has a very objective problems, that is: the ranks of management issues in the appropriate issue. Can be very popular to say that management is ‘justified the tube’. So what is meant by ‘reasonable control of the’ do? In many books and materials we have found the answer is a rational allocation of people and things that the administration, which also includes an analysis of the psychological perspective of management theory and so on. Summarized a large number of management theory, we can draw such a conclusion: the basis of our managers and people managers. Although the purpose of the same two kinds of management, are necessary to make up the company’s sales, but has a similar management approach was contradictory. How do I solve this issue is before us today to discuss the issue. Here, we also known as results-based management and process management. Here, we expand on these two issues to elaborate. 1, results management. Results management refers to the performance management sales force, that is commonly referred to as a performance-speak. Now in many of the enterprise sales force personnel background of the most complex, but also the largest sector of staff mobility, the same is also the most headaches for corporate management are most sectors, many companies repeatedly try to ‘affectionate management’ and ‘ruthless management’, the final is still puzzled. As a result, most enterprises will be maintaining the status quo attitude of the implementation of a results-based management. That is, to the business staff to develop sales tasks, how to achieve the task of little concern. Sales tasks can then be divided into six tasks and quarterly tasks, then broken down into month mandate. Looking forward to target management style down to every level to achieve the ultimate marketing plan. This management approach, totally dependent on people’s subjective initiative