A Study on Medical Products Development and Sales Processes of TBMS Group Companies

• Main Authors: Huan-Lu,Chao, 趙桓履
• Other Authors: Hsiao-Chi, Chen
• Format: Others
• Language: zh-TW
• Published: 2017
• Online Access: http://ndltd.ncl.edu.tw/handle/u8369r

碩士 === 中原大學 === 企業管理研究所 === 105 === Due to the National Health Insurance and the operating difficulties, the hospitals often see price as the first priority when it comes to product selection. Therefore, corporate profit margins are reduced significantly. Under the national health insurance environment which is adverse to the corporates, how to survive, get rid of price war, as well as to grow steadily with profits becomes a critical issue in domestic medical industry. By case study research and in-depth interview, this research is focused on three types of medical products- medical equipment, medical device and medical consumable product in TBMS International Corporation Limited. Taking consideration of the differences in national health insurance and patient pay markets, this research analyses the product features, organizational core competencies and business sales processes in the three types of medical products. This research has found the differences and uniqueness in organizational core competencies and business sales processes within the three types of medical products. It also provides a precise index for future product development, employee hiring criteria, employee developing plan and assessment, and sales strategies designs. Companies are able to use the results of this research to diagnose their sales team’s core competencies, determine the direction when looking for new products based on the types of sales teams. When developing long-term strategies, companies can extend their sales plans and nurture effective sales force according to the results of this research. What’s more, this research will also help reinforce the abilities of the team and contribute to long-term development.