Sales Channel Management
Introduction
Pharmaceutical industry is franchising industry, the pharmaceutical industry's products must have a franchise through drug wholesalers (provinces and pharmaceutical companies) distribution to pharmacies, hospitals, form a unique distribution system, this system links many levels and poor communication, difficult to adapt the information network and the requirements of the globalization of markets, and extensive sales channels are most rapid growth of business enterprise's lifeline.
Through electronic distribution channels and is designed to be the agent of the pharmaceutical companies, distributors, sales representatives, service and sales departments within the network organically combined, integrated channel management, channel providers, channel sales, channel service enable enterprises to timely, accurate information and control a huge sales information on all aspects of the system, the market has the fastest response time possible to analyze and use of accurate market information to make corresponding timely and accurate business and marketing decision-making .
Needs analysis
1, problems
Traditional medicine distribution system pyramid structure, the structural system from top to bottom, including the headquarters manager, region manager, district manager, regional managers and medical representatives, sales channels huge marketing chain is very long, causing the whole marketing system information poor circulation, slow market feedback, high operating costs, management, statistical difficulties. In addition, the credit when reminders / back section management difficult.
Second, the pharmaceutical industry's business sales channels management features and user needs
The pharmaceutical industry's distribution channels and more multi-level, many links, resulting in management difficulties. Hope this enterprise sales: sales channels and reasonable distribution of powers and responsibilities clear, process specification, and streamline sales process, step by step network, flat; sales program to develop scientific, evidence-based, and can be used as decision support production ; continue to strengthen sales management and allocation of resources to ensure that products with the fastest speed, best price sold; strengthen the budget and cost control sales channels and strengthen sales channels of the accounts receivable management. Real-time access to sales statistics, sales of timely and accurate. Sales of inventory management, expiration date management and batch management to real-time updates for proper statistical analysis. Contract Management orderly, clear rights and responsibilities. Pricing rapid response and flexibility; various marketing means to adapt to the times of the media features of the network; service in place in time strong sales logistics.
Functional Overview
Θ user management: user role definitions, General Manager - Sales Manager - Region Sales Manager - Regional Manager - Manager - Medical Representatives, Kuguan personnel, finance personnel, service personnel; set user permissions.
Θ sales system management: establishment, maintenance, check the structure of corporate sales system, sales department and personnel responsibilities, national sales network diagrams, and for relationship management, resource allocation and performance evaluation.
Θ Product Management: New product releases, product catalog maintenance, product price management.
Θ inventory management: inventory daily management; Stock Statistics; expiration date management and batch management.
Θ Strategic Marketing Management: Marketing plan, product strategy, product marketing strategy to establish / adjust / tracking / inquiry / assessment, planning and implementation of market activity query.
Θ Sales Management: sales policy, marketing program entry / adjustment / tracking / inquiry; sales reporting by enterprises and business processes, providing corporate headquarters, branch offices, sales report (SR), Business (WR), the work report (WR ), and the like statements to write, send, summarize, print function.
Θ dealer management: basic data management; relationship management; credit management; performance evaluation.
Θ online training: Survey of the enterprise sales skills, product knowledge, sales policy and other business information for sales staff, dealers provide online tutorials and online training.
Θ online sales and approval of medicines: search and directory browsing; order sales; bargain sales; online approval; sales plans and inventory queries.
Θ order / contract management: various types of sales order / contract template customization; order / contract inquiries; order / contract tracking; statistical analysis; after-sale management.
Θ Statistical Analysis: Sales Daily / weekly / monthly / quarterly / annual reports; price trend analysis; sales region analysis; species analysis; sales aspect ratio.
Θ and enterprise information systems integration.
Application of proceeds
Θ improve the efficiency of the entire sales channel, the channel system to achieve maximum height of coordination, rapid response.
Θ improve the distribution system, and strengthen sales channels management and rational allocation of resources.
Θ simplified channel sales links, shorten the sales cycle, reduce cost of sales.
Θ keep abreast of inventory and market conditions, the market for scientific decision-making.
Θ and other application system integration, network sharing of data before and after the sets.