1. Market Research
  2. > Pharmaceutical Market Trends

Inside China’s Pharma Sales Force – insights from the frontline

  • July 2013
  • 39 pages
  • Firstword Pharma
Report ID: 1543883


Table of Contents

In 2011, China’s pharmaceutical sales force exceeded that of the U.S. for the first time. However, very little data is available on China’s sales operations and tactics. FirstWord’s new report sheds light on how Pharma is using its still-expanding Chinese sales force, with exclusive insights from sales managers at multinational and domestic companies

China’s economy is one of the fastest growing in the world, and its pharmaceutical industry is also experiencing extremely rapid growth. Just as in the U.S., Japan, and Europe, China’s pharma industry is also being transformed – with moves towards universal healthcare coverage, more ethical practices, and greater use of digital channels. However, China’s unique geography, government, and culture mean that local knowledge is essential to bring an understanding of what is happening on the ground.

In creating this much-needed report, FirstWord interviewed seven regional and district sales managers at western pharmaceutical companies operating in China. FirstWord also conducted interviews with regional and national sales managers at two Chinese companies to ascertain the differences in the way local and multinational companies operate their sales teams.

Along with exclusive research, this report is packed with useful information about China’s pharmaceutical industry, including an overview of the key Pharma companies investing in China, a city tiers reference, and a China-specific definition of a Key Opinion Leader.

Whether or not your company has a presence in China, understanding the Chinese sales force gives you a significant competitive edge. Download this illuminating new report today!

Report Highlights

Details of how promotional spending in China is changing
Guide to how pharmaceutical sales teams are structured in China – including what percentage of reps deal with physicians vs. other stakeholders
Insight into how sales reps in China conduct meetings with physicians, what information they share, and how they record the interaction
Comparison of multinational pharmaceutical company and local company sales cultures
Profile of the key characteristics and tactics of a successful sales rep in China

The benefits of this report

FirstWord’s new report fills that significant knowledge gap with exclusive statistics, trends, and expert commentary that comes straight from the source. Now you can compare your sales activities with those of other multinational and local companies in China, understand the current commercial environment in China, and stay ahead with insights into how it is expected to change. With this concise report, you will:

Understand how to structure a sales force across China
Learn the key characteristics of a successful sales rep in China (and recruit accordingly)
Know how often your sales reps in China should visit physicians, and how many doctors should be on their list
Learn how promotional spending in China is changing, and benchmark spending against the industry average
Be aware of significant opportunities for growth and greater efficiency that still exist in the Chinese market

Selected quotes from the report

“In China, there is a social aspect to the relationship between the reps and the physicians, where very often personal free time is used to speak about the pharmaceutical products outside of the hospital setting.” Delphine Perridy, country manager China – regional director SEA, Cegedim Strategic Data

“In order to achieve a full cover of the ‘viable market’ you need between 80 and 400 distributors/wholesalers if you are to avoid having products going through one or two layers of distribution for more hospitals. The smaller the number of primary distributors that the company works with, the larger the number of total suppliers of their products as they will have a lack of control of the ‘route to market’.” Anonymous consultant

“We have a sales representative to see physicians at every level of the hospital. Above them we have key account managers and a regional manager. We also have a government affairs department which deals with government officials.” District Sales Manager from western pharma company

Get Industry Insights. Simply.

  • Latest reports & slideshows with insights from top research analysts
  • 60 Million searchable statistics with tables, figures & datasets
  • More than 25,000 trusted sources
  • Single User License — provides access to the report by one individual.
  • Department License — allows you to share the report with up to 5 users
  • Site License — allows the report to be shared amongst all employees in a defined country
  • Corporate License — allows for complete access, globally.

Amrita helps you find the right report:


The research specialist advised us on the best content for our needs and provided a great report and follow-up, thanks very much we shall look at ReportLinker in the future.

Kate Merrick

Global Marketing Manager at
Eurotherm by Schneider Electric

We were impressed with the support that ReportLinker’s research specialists’ team provided. The report we purchased was useful and provided exactly what we want.

Category Manager at

ReportLinker gave access to reliable and useful data while avoiding dispersing resources and spending too much time on unnecessary research.

Executive Director at
PwC Advisory

The customer service was fast, responsive, and 100% professional in all my dealings (...) If we have more research needs, I'll certainly prioritize working with ReportLinker!

Scott Griffith

Vice President Marketing at
Maurice Sporting Goods

The research specialist provided prompt, helpful instructions for accessing ReportLinker's product. He also followed up to make sure everything went smoothly and to ensure an easy transition to the next stage of my research

Jessica P Huffman

Research Associate at
American Transportation Research Institute

Excellent customer service. Very responsive and fast.

Director, Corporate Strategy at

I reached out to ReportLinker for a detailed market study on the Air Treatment industry. The quality of the report, the research specialist’s willingness to solve my queries exceeded my expectations. I would definitely recommend ReportLinker for in-depth industry information.

Mariana Mendoza

Global Platform Senior Manager at
Whirlpool Corporation

Thanks! I like what you've provided and will certainly come back if I need to do further research works.

Bee Hin Png

CEO at
LDR Pte Ltd

The research specialist advised us on the best content for our needs and provided a great report and follow-up, thanks very much we shall look at ReportLinker in the future.

Kate Merrick

Global Marketing Manager at
Eurotherm by Schneider Electric

Purchase Reports From Reputable Market Research Publishers

Pharmaceutical, Laboratory and Hygienic Glassware Markets in the World to 2021 - Market Size, Trends, and Forecasts

  • $ 26587
  • Industry report
  • July 2017
  • by Global Research & Data Services

This industry report package offers the most up-to-date market data on the actual market situation, trends, and future outlook for pharmaceutical, laboratory and hygienic glassware in the world. Along ...

PharmaPoint: Chronic Obstructive Pulmonary Disease - Global Drug Forecast and Market Analysis to 2025

  • $ 10995
  • Industry report
  • May 2017
  • by GlobalData

PharmaPoint: Chronic Obstructive Pulmonary Disease - Global Drug Forecast and Market Analysis to 2025 Summary COPD is a progressive lung disease characterized by an abnormal inflammatory response and airflow ...

OpportunityAnalyzer: NASH - Opportunity Analysis and Forecasts to 2026

  • $ 10995
  • Industry report
  • May 2017
  • by GlobalData

OpportunityAnalyzer: NASH - Opportunity Analysis and Forecasts to 2026 Summary Nonalcoholic steatohepatitis (NASH) (ICD-10-CM = K75.81) is a condition that develops as a subgroup of nonalcoholic fatty ...


Reportlinker.com © Copyright 2017. All rights reserved.

ReportLinker simplifies how Analysts and Decision Makers get industry data for their business.