国内医药企业营销人员培训需求分析研究及模型构建 硕士学位论文

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1、医药企业费销人员培训需求分析研究与模型构建南京中医药大学硕士学位论文国内医药企业营销人员培训需求分析研究及模型构建姓名：万莉申请学位级别：硕士专业：卫生事业管理导教师：金鑫20080501医药企业费销人员培训需求分析研究与模型构建THERESEARCHANDMODELINGOFTRAININGNEEDSANALYSISFORMARKETINGEMPLOYEEOFDOMESTICPHARMACEUTICALENTERPRISEABSTRACTThecompetitionof21centurycompaniesistalent.Trainingistheway

2、toimprovethelevelsofemployeeandstrengthenthecompetitionabilityofcompanies.Foreachcompany,trainingisamissionwhichislong-termandstrategic.Thepharmaceuticalenterpriseisnotexceptional.Asmedicalmarketcompetitionbeingfurtherfierce,thekeen-wittedandcapablesellinggroupbecomesthemagicweapo

3、nthatmedicalenterpriseswinkeencompetition.Nowadaysthereisawidegapbetweentheabilitiesofdomesticpharmaceuticalcompaniessalespersonsandthedemandsofthecompanies.Thedevelopmentofenterprisecanberestrictedbythissituation.Theonlywayofkeepingtheenterprisetodevelopcontinuallyandhealthilyist

4、ostrengenthetrainingtomarketingemployeeandvalidityoftraining，iscontinouslytotrainandraisetheabilitiesandqualitiesofsalespersons.Andthevalidityoftrainingdependsonthreefactors,suchas“whethertrainscorrect(suitthedemand)content"，"itisacorrectsolutiontotrain"and“trainingcangetcorrectim

5、plementation“etc.Asmodemtrainingisprimaryandpassinglink,trainingneedsanalysis(TNA)playtheroleofbasic,guidanceintraining.ImplementTNAistoguarantee“traincorrect(suitthedemand)content".Accordingtotheliterature,domesticsturdyofTNAaboutthemedicalenterprise'smarketingstaffmainlyconcentr

6、atesonmacrotheoriesandhasignoredthestudyonrealoperationtoolandmodel.Becauseoflackingthesimpleandeffectiveneedsanalysistools,thestaffstrainingthatthemedicalenterprisesofourcountryimplementedhasneglectedtheneedsanalysis.Neglectingtheneedsanalysis,ononehand,cancausethetrainingcontent

7、tobeunidentified,ishelplesstosolvingtheperformanceproblemoftheskillinshort,helplesstosupportthestrategicobjectcometure.Ontheotherhand,itcauselow-efficiencyresultintrainingandbringnegativeeffectforfollow-uptraining.医药企业营销人员培训需求分析研究与模型构建•英文摘要Thisarticledeeplyanalyzestrainingpresents

8、ituationofdomesticpharmaceuticale