Research on the Improvement of Incentive Mechanism for Pharmaceutical Sales Personnel - Taking Company A as an Example

Abstract

Objective To analyze the improvement of the incentive mechanism of sales personnel in pharmaceutical company A, and to promote the smooth operation and further development of the company in a long term. Methods Compensation incentive, performance appraisal, welfare benefit, training incentive, promotion motivation and enterprise cultural inspiration were explored through questionnaires, telephone interviews and in-person interviews. Results and Conclusion This company’s incentive mechanism has problems in two aspects: Material incentives and spiritual incentives. As to the company’s characteristics and strategic development, the optimization countermeasures of incentive mechanism are proposed from the following three aspects: constructing a reasonable incentive system, establishing an efficient spiritual incentive mechanism, and implementing the dynamic incentive and differentiated incentive simultaneously.

Keywords

pharmaceutical company / sales personnel / incentive mechanism / strategy

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