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MBA论文_HR(中国)疫苗产品高绩效销售团队建设研究

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更新时间:2020/2/8(发布于北京)

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摘要
为了更准确传递药品产品信息及领域最新进展,大多数制药企业建立了以产品为中心
的专业推广队伍,包括销售部、市场部、医学部等部门,产品拥有一支专业性强、效率高、
工作能力强的高绩效销售团队将加速推动产品发展。因此,当前市场环境的大背景下,建
立一支强劲的销售团队是一个企业应该注重的关键点
销售团队建设的一个关键点就是要顺应时代的潮流,必须了解市场的现状,针对医生
和市场的需求情况建立销售团队。具体而言,在建设销售团队的过程中还需要运用到人力
资源管理的很多专业知识,比如引进专业人才之后需要培训,或者在团队工作的过程中需
要对员工进行一定的激励等。经过这些措施的整体结合,最终制订一套完整科学的销售团
队建设方案,以期为公司建设其他优秀销售团队提供建设性的意见,并为其他公司销售团
队的建设提供一定的理论支持
本文以HR(中国)公司疫苗销售团队的建设为例,具体探究其建设机制,为建立其他
的销售团队提供有建设性的意见和建议。本文的主要思路为:首先,从HR(中国)公司疫
苗销售团队的建立及业务表现而言,从招聘筛选到团队建立初期表现出极强的人员专业能
力,并取得了良好的销售成绩。其次,通过HR(中国)公司疫苗销售团队现状及问题分析,
分析HR(中国)公司疫苗销售团队关键成功因素。再次,制定HR(中国)公司疫苗销售
团队发展目标及策略。最后,本文需要针对HR(中国)公司疫苗销售团队的探究得出的成
功的主要原因建立一套新的销售团队的建设措施准则和管理准则,为公司建立其他优秀销
售团队提供理论依据和有效建议
关键词:销售团队;团队建设;疫苗销售;高绩效
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Abstract
In order to deliver more accurate information and the latest progress in the
field of pharmaceutical products, most pharmaceutical companies have set up a
product centric professional promotion team, including sales department, market
department, medical department and other departments. The product has a high
professional, efficient and working ability of high performance sales team will
accelerate the development of product development. . Therefore, in the context
of the current market environment, building a strong sales team is the key point
for an enterprise to pay attention to.
One of the key points of the construction of the sales team is to conform to
the trend of the times, to understand the current situation of the market and to
establish a sales team for the needs of doctors and the market. In particular,
in the process of building a sales team, a lot of professional knowledge of human
resource management should be applied, such as the need for training after the
introduction of professional talents, or the need to motivate the staff in the
process of team work. Through the integration of these measures, a complete set
of scientific sales team construction plan is formulated, in order to provide
constructive suggestions for the company to build other excellent sales teams and
provide some theoretical support for the construction of other company sales teams.
This paper, taking the construction of the HR (China) company's vaccine sales
team as an example, explores its construction mechanism and provides constructive
suggestions and suggestions for the establishment of other sales teams. The main
ideas of this paper are: first, from the establishment and business performance
of the HR (China) Company vaccine sales team, it shows a very strong professional
ability from the recruitment screening to the team, and has achieved good sales
results. Secondly, through the analysis of the current situation and problems of
the vaccine sales team of HR (China) company, the critical success factors of the
vaccine sales team of HR (China) Company are analyzed. Thirdly, formulate the
development target and strategy of vaccine sales team of HR (China) company.
Finally, the main reason for the success of the HR (China) company's vaccine sales
team is to establish a new set of guidelines and management guidelines for the
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construction of a new sales team, and provide theoretical basis and effective
advice for the company to establish other excellent sales teams.
Key words: sales team; team building; vaccine sales; high performance。