美国礼来公司国内销售队伍有效性控制SFE改进研究-工商管理专业毕业论文.docxVIP

MBA学位论文作者：朱吴飚 MBA学位论文作者：朱吴飚 美国礼来公司国内销售队伍有效性控制(SFE)改进研究 Abstract Sales Force Effectiveness(SEE)，is currently of the most popular and new sales force management system，which has been widely used in the multinational pharmaceutical industry． Sales force effectiveness(SFE)is based oJstomer management system(CRM)in the pharmacentical industry．Study the improvement of sales force effectiveness，can provide more effective sales tools and marketing methods，higher selling skills tO increase customers confidence in order to optimize sales of investment,expand sales and increase profits in retlffn． This thesis outlines the effectiveness of sales force control concept and related theory to explain Sales Force Effectiveness(SFE)．The author found that there were four main elements in the SFE，which are target，frequency,message and marketing activities．The author also listed the popular application management tools of Sales Force Effectiveness(SFE)，such ETMS (Electronic Territory Management System)，I-CALL and on．Based the of Eli Lilly and Company’S improvement of sales force effectiveness，the major problems of Eli Lilly and Company in Sales Force Effectiveness(SFE)is discussed and the detailed the process of improvement is studied．The main helpful result of SFE control improvements is the establishment of the Sales Force Effectiveness(SFE)processes．In real working days，the main parameters including call frequency more than 4，daily call frequency and have increased dramatically, besides the entire performance ofLilly China has also made 18％annual growth． Based the overview of sales force effectiveness，the case of sales team construction in Eli Lilly and Company is studied and discussed．The purpose of this thesis is how to build the most appropriate model regarding sales force management,control，and improvement in foreign investment pharmaceutical enterprise in China according to Eli Lilly and Company management model．The conclusion of this thesis is foreign investment pharmaceutic