BVI公司心脑血管超声治疗仪预评估销售方式研究
发布时间：2018-12-16 04:22
【摘要】：本研究通过头脑风暴法、问卷调查法和德尔菲法建立了SUT产品买方指标体系,运用层次分析判断矩阵的乘积方根法得到各指标的权重系数,利用市场调研和同行评议对买方指标给予赋值,使用线性加权法对已建立的买方指标进行评价分析,根据评价结果筛选目标客户并为其制定销售政策。 应用销售预评估的方法对辽阳市市级医院进行了SUT产品销售前的情况分析与评估,对确定的目标客户进行销售洽谈并成功签订销售合同,产品投入使用后得到科室、医院等各方面的好评,促进了周边城市对设备的购买意向,同时对潜在客户制定个性化的销售方案,完全符合预评估结果。 通过应用预评估方式对鞍山地区市级医院进行了SUT产品销售的回顾性评价,评价结果表明预评估的销售方式无论对于医疗器械销售企业还是医疗单位都能够有效的降低风险,在较大程度上实现买卖双方的双赢。 本文在探索销售方式理论的基础上,评述了目前销售方式的现状,总结了传统销售方式存在的问题。针对此问题,在医疗器械销售领域中是使用设备销售前对客户相关因素进行评价分析的方法,并详细介绍了此方法的实施程序；通过对辽阳市和鞍山市地区市级医院SUT销售的应用和回顾性评估,验证了预评估销售方式是符合当前医疗器械销售及医疗器械销售企业实现可持续发展的新途径。
[Abstract]:Through brainstorming method, questionnaire method and Delphi method, the index system of SUT product buyer is established, and the weight coefficient of each index is obtained by using the product square root method of AHP judgment matrix. The buyer's index is assigned by market research and peer review, and the established buyer's index is evaluated and analyzed by linear weighting method. According to the evaluation result, the target customer is screened and the sales policy is made for it. This paper analyzes and evaluates the situation of SUT products in Liaoyang City Hospitals by using the method of pre-evaluation of sales, discusses the target customers and signs the sales contract successfully, and gets the department after the products are put into use. Hospitals and other aspects of the praise, promote the purchase of equipment around the city intention, at the same time to potential customers to develop personalized sales plan, fully in line with the pre-evaluation results. A retrospective evaluation of SUT product sales in Anshan city hospitals is carried out by applying the pre-evaluation method. The results show that the pre-evaluated sales methods can effectively reduce the risk for both medical device sales enterprises and medical units. To a large extent, to achieve a win-win situation between the buyer and seller. On the basis of exploring the theory of sales mode, this paper reviews the present situation of sales mode and summarizes the problems existing in traditional sales mode. In order to solve this problem, in the field of medical device sales, it is a method to evaluate and analyze the customer's relevant factors before the equipment sale, and the implementation procedure of this method is introduced in detail. Through the application and retrospective evaluation of SUT sales in municipal hospitals in Liaoyang and Anshan, it is verified that pre-evaluation is a new way to achieve sustainable development in line with current medical device sales and medical device sales enterprises.
【学位授予单位】：东北大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：R445.1;F426.4
本文编号：2381809
[Abstract]:Through brainstorming method, questionnaire method and Delphi method, the index system of SUT product buyer is established, and the weight coefficient of each index is obtained by using the product square root method of AHP judgment matrix. The buyer's index is assigned by market research and peer review, and the established buyer's index is evaluated and analyzed by linear weighting method. According to the evaluation result, the target customer is screened and the sales policy is made for it. This paper analyzes and evaluates the situation of SUT products in Liaoyang City Hospitals by using the method of pre-evaluation of sales, discusses the target customers and signs the sales contract successfully, and gets the department after the products are put into use. Hospitals and other aspects of the praise, promote the purchase of equipment around the city intention, at the same time to potential customers to develop personalized sales plan, fully in line with the pre-evaluation results. A retrospective evaluation of SUT product sales in Anshan city hospitals is carried out by applying the pre-evaluation method. The results show that the pre-evaluated sales methods can effectively reduce the risk for both medical device sales enterprises and medical units. To a large extent, to achieve a win-win situation between the buyer and seller. On the basis of exploring the theory of sales mode, this paper reviews the present situation of sales mode and summarizes the problems existing in traditional sales mode. In order to solve this problem, in the field of medical device sales, it is a method to evaluate and analyze the customer's relevant factors before the equipment sale, and the implementation procedure of this method is introduced in detail. Through the application and retrospective evaluation of SUT sales in municipal hospitals in Liaoyang and Anshan, it is verified that pre-evaluation is a new way to achieve sustainable development in line with current medical device sales and medical device sales enterprises.
【学位授予单位】：东北大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：R445.1;F426.4
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