新医药形势下医药企业商务渠道实战操作

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Organizedby SSppeecciiaall  MMeeeettiinngg‐‐UUppggrraaddee  tthhee  PPrraaccttiiccaall  SSkkiillllss  ooff  BBuussiinneessss  CChhaannnneellss  ooff    PPhhaarrmmaacceeuuttiiccaall  EEnntteerrpprriisseess  uunnddeerr    TThhee  NNeeww  MMeeddiicciinnee  SSiittuuaattiioonn  新新医医药药形形势势下下医医药药企企业业商商务务渠渠道道实实战战操操作作  JJuunnee  1188‐‐1199,,  22000099        SShhaanngghhaaii,,  CChhiinnaa  KeyTopicsCovered:  •UpgradethePracticalSkillsofBusinessChannelsofPharmaceuticalEnterprisesundertheNewMedicineSituation•PolicyandMarketEnvironmentAnalysis•Theimpactofthecurrentmedicineregulationsandpolicyenvironmenttothesaleschannelsofmedicalproducts•Managementofmedicinedealers’distributionchannelsunderthenewmedicinepolicy•TheIndustryBackgroundofinnovationideasofmedicinedealers’channelmanagementunderthenewpolicy•ProposalofMacroLeveloperationforthechannelmanagementofmedicineresellerunderthenewpolicy•ProposalofMicroLeveloperationforthechannelmanagementofmedicineresellerunderthenewpolicy•Thecommercialoperationmodeofmedicinedealersandmanagementofthesub-distributors•Customerrelationshipmanagementandmaintenanceofupstreamanddownstreamclientsofdistributorsunderthenewsituation•Medicineterminalsalesmanagementandcustomerrelationshipmaintenanceunderthenewpolicy•Terminalsalescreditmanagement•MarketdevelopmentofTheThirdTerminalunderthenewmedicinesituation•Customerrelationshipmanagementoftheterminalmarket•Medicinebusinessnegotiationskillsandthedrawupthebindingterms•Q&AoftheactualproblemsencounteredduringpracticaljobUnderstandingthepharmaceuticalmarketinthehealthcaresystemisastraightforwardguidetothepricingandreimbursementmechanismsinChinamarket,inparticularrecentreformssince2007andthecurrentproposedhealthcarereformintheendof2008.ThismeetingisaimedtoaddtotheunderstandingofsomeofthemechanismsthathavebeenadoptedinChinamarkets,andtoidentifythemajortopicsofinterestandconcerntopharmaceuticalindustry,healthinsurersandgovernments.Theflawsinthesystemandlookatgovernmentattemptsandindustrypressureforreformwerealsodetailed.WhoShouldAttend?GM,Directors,HeadandManagersof:Commercial,BusinessDevelopmentMarketing,SalesPR,TrainingBBee  ssuurree  aanndd  rreeggiisstteerr  nnooww  CCaallll  ++8866  2288  66555522  11225555           Thursday, Friday  18th &19th June 2009                         MartinLinkingBusinessConsulting•Pharmaceuticalindustrypolicyandthefuturedirection•AnalysisofdevelopmentofgreatcirculationandgreatchainUnit4:ProposalofMicroLeveloperationforthechannelmanagementofmedicineresellerunderthenewpolicyThecommercialoperationmodeofmedicinedealersandmanagementofthesub-distributors•Design,selection,integrationandrecombinantofthesub-levelofcommercialdistributionchannels•Preparationjobbeforedeterminingthesub-levelcommercialdistributionchannels•Notestochoosethesub-levelcommercialdistributionchannels•Finemanagementofdistributionchannels•Missionofthechannelmembers•Howtoresistthechallengerinthechannels•Hospitaldistributionchannelsarethemostimportantjobofdistribution•Win-winapproachisthebasisofthecooperation•Planandestablishmentofsalespromotionstrategy•Avarietyofcommercialpromotionalactivitiesofdistributionchannels•Howtomakethepricingstrategy•Thecompetitiveadvantagetoregardthechannelasthecenter•Channelconflictandmanagement:thedialecticalrelationshipbetweencultureandtogetridoffan•Howtomotivatemembersofyoursub-channels•Incentivepolicy:refundincentivepolicy;volumeincentivepolicy;year-endincentivepolicy;specialincentivepolicies•Problemhandling:priceconfusionproblem;promotionalapproachproblem;sellingbeyondagreedareasproblem;staffingissues;qualityproblem•Howtosetupastrongchannelsupportinfrastructure•Productsalespolicy:refundanddeductionrate•Howtodoagoodjobinmarketingsupport•Brandmarketingandchannelmarketing•Improvetheefficiencyofchannelandreducethecostofchannel•Salesandtechnicalsupport:adsallowances;promotions;presentation;brandsharing;productknowledge;salessupportofhospitalandshop•Paneldiscussion  Unit1:Theimpactofthecurrentmedicineregulationsandpolicyenvironmenttothesaleschannelsofmedicalproducts•Severalimportantmedicalpolicies,lawsandregulationsin2008andtheimplementation•PossibleimpactofHealthCareReformpolicytothepharmaceuticalmarketing•OpportunitiesofdevelopmentforthepharmaceuticalcompaniesprovidedbyHealthCareReformandproposalformarketingoperation•Thecurrentdifficultiesfacedbypharmaceuticalmarketingandplanrecommendation•Majordevelopmenttrendsofthemedicinecirculationsystem•Pharmaceuticalmarketingmodelandfuturedevelopmenttrends•NewrequirementstomedicinebusinessmanagerunderthenewmedicinepolicyUnit2:TheIndustryBackgroundofinnovationideasofmedicinedealers’channelmanagementunderthenewpolicy•Difficultiesandproblemsfacedbythecommercialpharmaceuticalcompaniesandproposaloffuturetrends•Analysisandprospectofthecommercialmedicinemarketenvironmentin2008and2009•RiseofLarge-scalemedicinelogisticscenterinChina•Formingofmonopolyofgreatflowofregionaloligopolies•PerformanceofforeigninvestmentinthefieldofChinesecommercialmedicine•Analysisofthecurrentpharmaceutica

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