Asian Journal Of Social Pharmacy

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.

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