a医药公司销售管理优化策略分析

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1、砸士学位论文ABSTRACTPharmaceuticaldistributionindustryasapillarindustryofmedicine，withitslarge-scaleindustryandlowprofitsasthemainfeaturesMostofenterprisesarethesensitivetothefunds，whichisinseparablefromthesalesprocessPharmaceuticaldistributionindustrysaleshastwocore

2、cycles，whichincludessalesandcollectioncycle，procurementandpaymentcycleThecompanyoperatingmainlyaroundthesalesprocess，wheremainlyfocusonthesetwocyclesInsuchthecircumstancesthatthegrowingconcentrationofindustryandthefiercecompetition，thesemethodsthathowtooptimize

3、allaspectsofsalesmanagement，usethescientificmanagementandreducethecostandexpensesmaximumwillgreatlyenhancetheviabilityofenterprisesandcompetitioncapacityInthispaper，themainlineisthesalesmanagementandtheresearchideais“analysis-optimization—determination—evaluati

4、on”thatfromtheanalysisofbusinessprocessmodelOnthefirstthepaperfromthequalitativeandquantitativeviewanalysisthepharmaceuticalcompany’sexistingsalesmanagementprocessBasedontheanalysisonmacroenvironmentofpharmaceuticalindustry，thepaperpointsoutthemainproblemsinthe

5、salesmanagementprocess，especiallyinthesalesplan，salesorganization，salestargetsandperformanceassessmentMeanwhile，theothermanagementandinternalcontrolproblemsthatisnotinthesalesprocess，butclearlyinfluencedthemanagementalsoanalysisinthispaperAccordingtosalesmanage

6、mentpresentsituationanalysisresults，undertheguidanceoftheorieswhichincludemarketing，management，incentivetheory，performanceevaluation，financialmanagementandotherrelatedtheories．combinedwiththeapharmaceuticaldevelopmentandplanning，proposesandforward·lookingoptimi

7、zationstrategy，ultimatelydeterminetheenterprisenewsalesmanagementprogramFinally，thepaperevaluatetheeffectivenessofoptimizationstrategy，putforwardane',Nprogramimplementationstepsandmeasures．predicttheeffectsofnewprogram，evaluatetheprogrameffectiveness，andsuggest

8、improvements硕士学位论文distribution，硕士学位论文目录第一章导论．1【j堑题背景及研究意义1l选题背景12研究意义12研究思路及研究方法12I研究思路122研究方法．13研究内容及框架第二章相关理论基础．21销售管理理论．211销售管理的涵义及性质212销售管理体系．213企业销售管理的过程22业务流程分析理论．21业务