Sales staff to adjust the vane.docVIP

 PAGE \* MERGEFORMAT 19 Sales staff to adjust the vane Preface The formation of this article comes from a case of domestic enterprises in this case reflects the general conduct of operations, which often they are only used to assess sales performance of sales staff, so that sales staff is full of short-term behavior, and raises many questions, The company also is difficult to find the root cause of the problem. Through the description of this case, we have made the nature of their problems arise because, at the same time put forward the idea to solve this problem: The most fundamental measure is to change the enterprise sales as the core sales policy. Marketing policies and interests related to its marketing staff can determine the pattern of behavior, then what kind of business should develop a marketing policy to guide the sales behavior? Below we will adopt the diagnosis of a consultation to pharmaceutical companies to be a specific analysis. First, the status of the company’s marketing management 1, the marketing organizational structure 2, marketing management system: The responsibility of the contractor system: Every salesperson must assume the provisions of the Sales Outstanding targets can be completed in accordance with the proportion ranging from about 10% to obtain bonuses and marketing costs, while the sales staff for the use of cost of sales with their own discretion. 3, operation of the market conditions (1) the series of leading products are prescription drugs, so hospital-sale terminals on the market focus in the sales channels with pharmaceutical companies on the market focus. (2) In developing markets, mainly relying on its own sales staff to open up channels for the hospital, while pharmaceutical companies are also part of the hospital to open up channels. (3) distribution in the country’s more than 100 sales offices in the heart of the company’s promotional efforts, the office is divided into city-level unit. (4) sales in the m