| ACKNOWLEDGEMENTS | 第4-6页 |
| ABSTRACT | 第6页 |
| 摘要 | 第7-8页 |
| LIST OF ABBREVIATIONS | 第8-19页 |
| 1 INTRODUCTION | 第19-28页 |
| 1.1. Background | 第19-20页 |
| 1.2. Meaning of the Study | 第20-24页 |
| 1.2.1. Theoretical Meaning of Compliance for Management for Sales Staffs | 第20-23页 |
| 1.2.2. Practical Significance | 第23-24页 |
| 1.3. Purpose of Study | 第24-25页 |
| 1.3.1. True Reason for Sales Staff’s Reluctance to the Implementation ofCompliance Management | 第24页 |
| 1.3.2. How to Improve B Company’s Management for Sales Staff for Their Will toPromote and Spread with Compliance | 第24-25页 |
| 1.4. The research methods | 第25-26页 |
| 1.4.1. Literature review method | 第25页 |
| 1.4.2. Case analysis | 第25-26页 |
| 1.5. Analysis of the Structure of this Thesis | 第26-28页 |
| 2 Literature Review | 第28-41页 |
| 2.1. Theoretical Interpretation of the Basic Concepts | 第28-29页 |
| 2.1.1. Compliance Management | 第28页 |
| 2.1.2. Sales person management | 第28-29页 |
| 2.1.3. Sales Staff Compliance Management | 第29页 |
| 2.2. The Current Development of Foreign-funded Pharmaceutical Enterprises | 第29-36页 |
| 2.2.1. The Current Development of the Domestic Pharmaceutical Industry | 第29-30页 |
| 2.2.2. Opportunities to Foreign Pharmaceutical Companies in China's Development122.2.3. Challenges of Foreign Pharmaceutical Companies in China | 第30-36页 |
| 2.3. The Development of Compliance Management | 第36-41页 |
| 2.3.1. Compliance Management Development Background | 第36-37页 |
| 2.3.2. The meaning of compliance management | 第37-38页 |
| 2.3.3. The compliance status of foreign pharmaceutical companies in China, aswell as their facing problems | 第38-41页 |
| 3 Case Description | 第41-49页 |
| 3.1. The Profile of B company | 第41-45页 |
| 3.1.1. B’s organizational structure in sales department | 第41-42页 |
| 3.1.2. Analysis of Sales Staff | 第42-43页 |
| 3.1.3. The Management Scenario of B’s Sales Staff | 第43-45页 |
| 3.2. B Current Status of Compliance Implementation | 第45-46页 |
| 3.2.1. Category of Compliance and the Guidelines of Implementation for SalesStaff | 第45页 |
| 3.2.2. B Corporate Compliance Status Executed in the Sales Staff | 第45-46页 |
| 3.3. The B Current Management of Compliance on Sales Staff | 第46-48页 |
| 3.3.1. The Recruitment and Training of Sales Staff | 第46-47页 |
| 3.3.2. Management on Sales staff’s Behaviors | 第47页 |
| 3.3.3. Evaluation and Promotion of Sales Staff | 第47页 |
| 3.3.4. Incentives and punishment on sales staff | 第47-48页 |
| 3.4. B’s Confliction between Compliance Management and Sales PersonnelManagement | 第48-49页 |
| 3.4.1. Significance of Compliance for Sales Force Management | 第48页 |
| 3.4.2. Conflicts in Sales Force Management under the Premise of Compliance | 第48-49页 |
| 4 Empirical Research and Result Analysis | 第49-60页 |
| 4.1. Questionnaire | 第49-55页 |
| 4.1.1. Raising Questions | 第49页 |
| 4.1.2. Questionnaire Design and Application process | 第49-55页 |
| 4.2. In-Depth interview | 第55-60页 |
| 4.2.1. Design of Structured Interview Table | 第55-56页 |
| 4.2.2. Sample Description | 第56页 |
| 4.2.3. The interview results description | 第56-59页 |
| 4.2.4. Analysis and Discussion to the Results | 第59-60页 |
| 5 Suggestions for Improving Sales Staff’s Management under the Compliance Management | 第60-71页 |
| 5.1. Sales Staff’s Motivation | 第60-63页 |
| 5.1.1. Salary incentive | 第60页 |
| 5.1.2. Sales bonus | 第60-62页 |
| 5.1.3. Welfare incentive | 第62-63页 |
| 5.2. Punishment mechanism for sales personnel | 第63-64页 |
| 5.2.1. Regional manager review | 第63页 |
| 5.2.2. Bill review by sales assistant | 第63页 |
| 5.2.3. Accounting review bill | 第63-64页 |
| 5.2.4. Compliance review and audit department | 第64页 |
| 5.3. Salespeople’s Control for Sales Behaviors | 第64-69页 |
| 5.3.1. Academic activities | 第64-66页 |
| 5.3.2. Market promotion activities | 第66-67页 |
| 5.3.3. Repayment for the HCP Service | 第67页 |
| 5.3.4. Business entertaining - gift | 第67-68页 |
| 5.3.5. Charitable donations | 第68页 |
| 5.3.6. Management Policy for Third-party Intermediary Agencies | 第68-69页 |
| 5.4. Sales staff training | 第69-71页 |
| 5.4.1. Professional medical and product knowledge training | 第69-70页 |
| 5.4.2. Sales skills training | 第70-71页 |
| 6 Conclusions | 第71-73页 |
| 6.1. Conclusion of the Research | 第71页 |
| 6.2. Disadvantages of the research | 第71-72页 |
| 6.3. The Outlook | 第72-73页 |
| REFERECE | 第73-76页 |
| 附录一 销售人员合规管理开放式调查问卷 | 第76-77页 |
| 附录二 销售人员合规管理调查 | 第77-80页 |
| 附录三 访谈问卷 | 第80页 |
