| ACKNOWLEDGEMENTS | 第4-5页 |
| ABSTRACT | 第5-6页 |
| 摘要 | 第7-8页 |
| LIST OF ABBREVIATIONS | 第8-17页 |
| 1 INTRODUCTION | 第17-21页 |
| 1.1 Research Objectives | 第17-18页 |
| 1.2 Research Significance | 第18-19页 |
| 1.3 Research Methods | 第19页 |
| 1.4 Thesis Structure | 第19-21页 |
| 2 LITERATURE REVIEW | 第21-30页 |
| 2.1 Selling Model Concept and Related Theory Overview | 第21-23页 |
| 2.2 Industrial Product Sales Model | 第23-27页 |
| 2.2.1 Basic Characteristics of Industrial Products | 第23-24页 |
| 2.2.2 Industrial Product Sales Model Innovation | 第24-27页 |
| 2.3 China's Pharmaceutical Industry Sales Model and Existing Problems | 第27-30页 |
| 2.3.1 Basic Concept | 第27-28页 |
| 2.3.2 Drug Sales Model | 第28-30页 |
| 3 CASE DESCRIPTION | 第30-33页 |
| 3.1 Introduction of G Company | 第30-31页 |
| 3.1.1 G Company Profile | 第30页 |
| 3.1.2 Development History | 第30-31页 |
| 3.2 Contrast Media Product Introduction of G Company | 第31页 |
| 3.3 The Main Problems in The Sales of Contrast Media of G Company | 第31-33页 |
| 4 CASE ANALYSIS | 第33-68页 |
| 4.1 Contrast Media Industry and Product Features | 第33-41页 |
| 4.2 Market demand analysis | 第41-44页 |
| 4.3 Competition Analysis | 第44-61页 |
| 4.4 Contrast Media Marketing Goal of G Company | 第61-63页 |
| 4.4.1 Contrast Media Market Segmentation in China | 第61-62页 |
| 4.4.2 Target Market | 第62页 |
| 4.4.3 Positioning | 第62-63页 |
| 4.5 Analysis of Existing Problems in G Company's Existing Models | 第63-64页 |
| 4.6 G Company’s Contrast Media Sales Model Innovation Suggestions | 第64-68页 |
| 4.6.1 First-tier Market Differentiation Model | 第64-66页 |
| 4.6.2 Second-tier Market Channel Development Model | 第66-68页 |
| 5 MAIN CONCLUSIONS AND MANAGEMENT IMPLICATIONS | 第68-70页 |
| 5.1 Main Conclusion | 第68-69页 |
| 5.2 Management Implications | 第69页 |
| 5.3 The Limitations of the Paper | 第69-70页 |
| REFERENCES | 第70-71页 |
