The research report of graduation thesis can be described in three parts. First of all, it can describe the purpose of research; Second, it can describe the main content of the study; Third, it can describe the results of the research.

Model essay on graduation thesis research report:

Through the research on the marketing status of pharmaceutical manufacturers in Guizhou Province, this paper analyzes the problems existing in marketing and puts forward corresponding countermeasures to adapt to the relevant policies and strategies under the current situation and provide basis and reference for the marketing decision-making of pharmaceutical manufacturers in Guizhou Province under the new medical reform policy.

Key words: pharmaceutical production enterprises; Marketing; Centralized procurement platform; existing problems

At present, the pharmaceutical industry in Guizhou Province has developed rapidly and has become one of the pillar industries in Guizhou Province. Since the central government issued the new medical reform policy, Guizhou Province has successively issued the Key Implementation Plan for Deepening the Reform of Medical and Health System in Guizhou Province and the Implementation Plan for Establishing the National Essential Medicine System in Guizhou Province. With the centralized procurement of drugs and the implementation of essential drugs, the pharmaceutical market environment is changing. Marketing is an indispensable step in modern enterprise management, because it plays a role as a link between the production department and the market. In the complex and changeable market, the formulation and implementation of marketing decisions will affect the development prospects of enterprises. Therefore, in order to adapt the pharmaceutical production enterprises in Guizhou Province to the new pharmaceutical market environment, it is urgent to master the marketing status of pharmaceutical production enterprises in Guizhou Province and provide corresponding marketing strategy suggestions for enterprises.

1 Analysis of Marketing Status of Pharmaceutical Manufacturers in Guizhou Province

In this questionnaire survey, 139 pharmaceutical manufacturers in 9 cities, prefectures and regions of Guizhou Province were investigated as a whole and sampled by layers. * * * A total of 75 questionnaires were sent out and 57 questionnaires were recovered, with a questionnaire recovery rate of 76%. The collected questionnaire data are processed and analyzed, and the results are as follows.

1. 1 Marketing Status of Pharmaceutical Manufacturers in Guizhou Province

1. 1. 1 The utilization rate of the centralized drug procurement platform is low, and there are problems in the distribution process. Judging from the use of centralized drug purchasing platform by pharmaceutical manufacturers in Guizhou, 23% of them have never used the platform, and 84.6% of them produce non-essential drugs. According to the policy, the drug procurement of public medical institutions must be carried out through the centralized drug procurement platform organized by the provincial people's government. At the same time, we also noticed that even enterprises that have participated in the centralized drug procurement platform have not paid enough attention to the use of the platform. Among the enterprises that use the platform in 20 1 1 year, more than 50% of them use it less than 10, which is too low. And 18% didn't take any measures to win the bid. In addition, the distribution work of pharmaceutical manufacturers after winning the bid in the centralized procurement platform also exposed some problems. Most pharmaceutical manufacturers entrust pharmaceutical companies to distribute, 18% choose large pharmaceutical companies to distribute, 8% choose small and medium-sized pharmaceutical companies to distribute, and 74% have no fixed type of pharmaceutical companies to distribute. Judging from the number of pharmaceutical companies selected for each delivery, 22% of enterprises select 2-3 pharmaceutical companies for each delivery. The number of pharmaceutical companies selected by 78% enterprises depends on the situation. It can be seen that the scale and quantity of pharmaceutical companies that choose to distribute are mostly uncertain, and many of them are small and medium-sized enterprises with weak scale and strength, so there will be problems such as drug loss, drug quality control and drug distribution in the process of drug distribution.

1. 1.2 The marketing department lacks high-level professionals and the marketing team is unreasonable. Drugs are special commodities, and their marketing methods and decisions are quite different from those of other industries. Pharmaceutical marketing needs compound professionals with marketing knowledge, medical knowledge and relevant medical laws and regulations. Only a marketing team composed of high-quality talents with these conditions can make overall plans for enterprises and make reasonable marketing decisions. However, according to the survey, the proportion of marketing departments of pharmaceutical production enterprises in Guizhou Province with master's degree or above is less than l%. In addition, 42% of the employees in the marketing team basically have no marketing experience, 37% of the marketers are technicians engaged in drug production, and 26% of the marketers are marketers who have switched from other industries. It can be seen that the pharmaceutical production enterprises in Guizhou province are full of demobilized personnel who lack marketing experience or have never been exposed to drugs before, which leads to low efficiency of marketing activities and marketers can not adapt to the needs of fierce market competition in marketing activities.

1. 1.3 backward business philosophy affects the development of marketing activities. Among the pharmaceutical production enterprises in Guizhou Province, 56% are completely handed over to pharmaceutical trading enterprises for marketing, 53% have never publicized drugs to medical institutions, and 18. 18% did nothing in the bidding process of centralized drug procurement platform. Combined with the above-mentioned situation that the basic drug market is not paid attention to and the marketing department and team construction are lagging behind, it can be seen that the pharmaceutical production enterprises in Guizhou Province are relatively backward in marketing concept.

At present, the marketing concept recognized by the international community is "consumer and social demand as the center" and social marketing concept, while the marketing concept of most pharmaceutical production enterprises in Guizhou Province is still "production as the center". In the long run, those enterprises that have advanced marketing concepts and know how to meet the market demand will seize the market space and eventually face the risk of being eliminated by the market.

1. 1.4 Unreasonable marketing terminal and channel planning. The sales channels of pharmaceutical manufacturers in Guizhou Province are mainly pharmaceutical wholesale enterprises, medical institutions above district level and pharmaceutical chain retail enterprises, accounting for 79%, 58% and 54% respectively. Among them, 48% enterprises have not entered the market of primary medical institutions such as community health service centers and township hospitals. The main reason is that there are many similar products and the competition in the primary medical market is fierce; Pharmaceutical companies have limited sales capacity and it is difficult to ensure profitability. In addition, 39% of enterprises do not cover the rural market, and 50% of them still have no intention to enter the rural market at all. At present, there are three difficulties in entering the rural market: poor rural transportation and information, high coverage cost of enterprise sales network and difficult management; The countryside is vast and sparsely populated, and the sales front is too long, so it is difficult to train sales personnel; Rural income growth is slow, purchasing power is low, and drugs with low prices are preferred.

Unreasonable terminal and channel planning has caused the drug production enterprises in Guizhou Province to have too concentrated sales channels and more homogeneous products. Enterprises are busy with fierce market competition. In order to get orders, they keep cutting prices and reducing profits. They don't have enough money and energy to open up new markets and develop new products, so they can't enter the primary medical market and rural market, which are short of product choices and have great potential.

2 Countermeasures and suggestions

2. 1 actively participate in the use of centralized drug procurement platform to manage drug distribution.

Enterprises should actively participate in the use of centralized drug procurement platform, and the enterprises that have participated should increase the frequency of participation. At the same time, a special team can be set up to be responsible for the bidding of the centralized drug procurement platform, such as making basic preparations for winning the bid, formulating effective bidding strategies, and conducting public relations with relevant departments and experts. In addition, it is necessary to strengthen the standardized management of drug distribution. In order to ensure that safe and effective drugs can be delivered in time, we should supervise the distribution process of drug trading enterprises that choose to distribute, and set up their own drug distribution departments if the enterprises have the ability.

2.2 Enhance the attractiveness of the enterprise itself and build a mature marketing team enterprise.

We should formulate flexible and diverse talent incentive mechanisms and management measures, establish long-term cooperative relations with major pharmaceutical universities, attract more professional pharmaceutical marketing talents, ensure the resource reserve of relevant professionals, and build a high-end talent team with both pharmaceutical knowledge and marketing management capabilities. In addition, enterprises should provide more professional training, regular training, continuing education and academic exchanges for marketing talents to improve the overall quality and professional level of marketing teams.

2.3 Change ideas and face up to M&A.

It is necessary for pharmaceutical manufacturers in Guizhou Province to re-examine the role of marketing in the development of modern enterprises, change the old and passive production concept, actively understand the market demand for various drugs and consumers' preferences, and establish a reasonable production-sales-feedback mechanism to help enterprises adapt to market changes. In addition, it is necessary to change the negative view on merger and reorganization, select appropriate merger and reorganization enterprises in a planned way, and complete the optimization and integration of various resources of enterprises. This can not only expand the production scale of enterprises, reduce production costs, but also have sufficient funds to carry out marketing activities in a broader market, and at the same time further consolidate the innovation ability and technical level of pharmaceutical production enterprises in Guizhou Province.

2.4 Reasonable setting of sales channels and terminals Enterprises should set up appropriate sales terminals and sales channels according to their own drug characteristics, and cooperate with corresponding marketing mix measures.

From the perspective of the development prospect of the pharmaceutical market in Guizhou Province, under the situation of rapid development of the primary medical institutions market and the rural market, enterprises should seize the opportunity, actively promote the construction of distribution systems at all levels on the original channels, and gradually create multi-level, multi-link and controllable business channels, so that channels and terminals can form a complementary organic whole, play the best channel role in the marketing mix strategy, and finally maximize profits.

2.5 Reasonable use of advantages for marketing

2.5. 1 Make rational use of the brand effect of Guizhou ethnic medicines in the national market, and adopt flexible marketing mix strategies according to the characteristics of different regions and markets, so that Guizhou pharmaceutical production enterprises can get twice the result with half the effort in terms of government public relations and the use of centralized drug procurement platforms. Secondly, give full play to the great competitiveness of the exclusive varieties of essential drugs, so that enterprises can gain greater advantages in the marketing process.

2.5.2 In view of the vigorous development of the rural medical market, we set up personnel to sort out, classify and combine the existing products of enterprises, and form a systematic rural medical product strategy. At the same time, according to the relevant policies and development trends of the new medical reform, we will actively promote the examination and approval of essential drugs for existing products.

2.5.3 Based on the fact that pharmaceutical production enterprises in Guizhou Province are rooted in Guizhou, enterprises should actively cooperate with the Guizhou provincial government to build medical industry infrastructure, develop primary medical institutions and rural markets, and form a virtuous circle of government-enterprise cooperation. In this way, it has not only obtained a good cooperative relationship with the government, improved the infrastructure, but also opened up the market, providing a large number of government and material resources for further marketing activities, which can be described as killing two birds with one stone.

refer to

[1] Chen Yichi, Gu Ti, et al. Humidity sensitivity of HMPTAC/St*** polymer humidity-sensitive film [J]. Fine Chemical Industry, 1998, 15(5):24-27.

He Jian, Sun,. Chemistry and technology of perfume [M]. Beijing: Chemical Industry Press,1995:10-15.

Graduation thesis research report model essay 2:

I. Introduction of _ _ _ _ _ _ _ Company

_ _ _ _ _ _ _ Limited by Share Ltd (hereinafter referred to as electronic company) was incorporated on August 20, 2008. It is a _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

Since its establishment, the company has always taken the professional engineering of airport weak current system as its main business direction, and has always maintained its advantage in the weak current system business of civil aviation terminal. Business scope of the company: installation, maintenance and flight calibration of communication and navigation equipment; Software development, network and information system engineering; Technical service and technical consultation; System integration, video conference, security monitoring, sales and installation of smart home products; Brand home appliance maintenance and agency; Lightning protection engineering. Organization of the Company: The Company is established by _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ The company has a manager, who is appointed by the executive director; There is no board of supervisors, but a supervisor is appointed by the shareholders. The company has more than 30 managers and engineering technicians, all of whom have college education or above, and the overall quality of the personnel is high, so it is a comprehensive science and technology enterprise; The company's e-commerce personnel are

Since May, 20 1 1, the company has gradually devoted itself to the development of e-commerce platform and sold some flagship products on the network platform, which has achieved remarkable results. In today's era of rapid information development, how to adapt to the development trend of the times and develop better and faster in online e-commerce is a major problem that the company has to face now.

Second, the development status and existing problems of _ _ _ _ _ _ _ _ _ _ _/kloc-0.

2. 1 e-commerce development

From May, 20 1 1, electronic companies have gradually devoted themselves to the development of e-commerce platforms, which belongs to the initial development stage. At present, the company has four professional network marketing and network promotion personnel, who are responsible for the network promotion of electronic companies, and gradually put advertisements on the network platform to create the needs of the company's development in the network platform. At present, the company has its own shops and online stores on Taobao, Alibaba and other online platforms. Now the company intends to explore other platforms in the network field to promote its electronic products, especially for the promotion of search engines, because search engines are an indispensable and important development platform for the development of enterprise networks, and electronic companies lack development in this respect.

2.2 annual sales of electronic companies from 20 10 to 201/kloc-0:

It can be seen intuitively that since the second year of 20 1 1, since the company started to develop e-commerce, the company's quarterly turnover has increased rapidly and showed a growing trend. It shows that since the second quarter of 20 1 1, the company has made great efforts to develop e-commerce, which has made the company's sales increase obviously and showed a growing trend. Therefore, the company should continue to devote itself to the development of e-commerce, on the one hand, it can increase the company's sales, on the other hand, it can improve the company's popularity in the network.

2.3 Investment and construction of e-commerce by electronic technology enterprises

Table 1 Electronic Company's Investment in E-commerce From Table 1, it can be seen that the investment budget of electronic technology companies in e-commerce has been continuously expanded from 20 1 1 in the second quarter to 201in the first quarter, which shows that the planned development of electronic technology companies in e-commerce is constantly expanding and reappearing.

The investment direction of electronic companies in e-commerce mainly focuses on the recruitment of talents, which shows that electronic companies still pay more attention to professional talents, but they invest in some platforms and online advertisements. At present,

At present, Taobao shop is the most effective promotion platform for electronic companies in Table 3, and the main source of online transactions is Taobao shop. For other platforms, such as Alibaba and HC, it is also a newly developed platform, and the effect is not obvious. However, with the promotion of search platform, the company's keyword ranking is not high in its search engine at present, and the effect is not obvious. Therefore, the company should focus on developing B2B platform and search engine platform, because these platforms are integrated with enterprise exhibitions.

2. There is a problem

2. 1. The company's e-commerce is limited by some conditions and the environment is not mature.

Since the development of e-commerce in China from 65438 to 0997, although it has developed rapidly and the transaction volume has been increasing, there are still many problems, such as the above-mentioned laws and regulations, logistics and credit problems; Electronic companies began to develop e-commerce in the second quarter of 20 1 1, but there are also many restrictions. For example, the company has just started to develop, and its popularity in the network is not high, which has affected the company's integrity. Some of the company's products, such as some electronic instruments, are not high in overall sales and transaction volume on the Internet. In addition, it also faces other problems such as capital and technology.

2.2 the company's e-commerce system mechanism is not perfect

Electronic companies have not set up an independent e-commerce department. At present, the category of e-commerce belongs to the business department, and there are only four e-commerce personnel at present, which is relatively lacking. Although the division of labor is clear, it is easy to cause the lack of teamwork and communication among members in the e-commerce department, which is not conducive to the overall development of the company in the network.

2.3 the company's understanding of e-commerce is not deep enough, and the field of network promotion is insufficient.

As can be seen from Table 2 and Table 3, since the second quarter of 20 1 1, Quanzhou Jinjiang Airport Electronic Company has invested more and more in e-commerce and promoted more and more platforms, but at present, there are still many problems in the development of e-commerce platforms. For example, the investment of funds mainly lies in the recruitment of some professionals and the investment of some platforms (such as Alibaba's TrustPass and Taobao), but on the other hand, the company lacks advertising in other network fields, such as search engines and industry networks, and the company official website lacks the promotion of search engines (such as Baidu). After all, the network has a wide range of promotion fields. If we want to develop in an all-round way, we must develop all fields of the network in an all-round way.

Four, electronic enterprises to develop e-commerce suggestions and countermeasures

Through the above analysis, the development prospect of e-commerce of electronic companies is very good, but there are still various problems. In view of the above problems, I personally put forward the following suggestions and countermeasures based on the current development of e-commerce, hoping that electronic enterprises can better develop this platform.

4. 1 Establish an independent e-commerce system department within the company.

According to the characteristics of various departments of electronic companies at present, we can set up a separate department for electronic commerce of electronic companies, or set up a special department in the business department, and set up a main person in charge of a department to rationally arrange the division of labor and cooperation among the members of the department to make it a group.

At present, the company's e-commerce platforms mainly include Taobao, Alibaba, company website optimization, HC (to be developed) and other platforms. It allows its internal members to be responsible for different platform fields, and each platform is staggered. Therefore, in order to develop e-commerce, it is necessary to increase the teamwork between internal professionals and internal members of e-commerce.

4.2 subdivide the target market and determine the advantageous industries.

Business scope of electronic company: installation, maintenance and flight verification of communication and navigation equipment; Software development, network and information system engineering; Technical service and technical consultation; System integration, video conference, security monitoring, etc. However, at present, some products are not ideal in the field of e-commerce, and the sales of some products on the Internet are not satisfactory. Therefore, electronic companies should establish a dominant industry on the Internet in time, subdivide the target market, and promote and sell products on the Internet. For example, at present, the company's best products are data acquisition module and flowmeter, which can be promoted online for this industry, and other products can be analyzed in detail to make appropriate arrangements.

4.3 Combination of online and offline transactions

At present, due to the short development time of e-commerce in China, there are various problems, especially the security and integrity of transactions. However, electronic companies have only developed e-commerce for a short period of one year, and their popularity and credibility in the network are still insufficient, especially some expensive electronic instrument products and businesses with large wholesale volume, which are not enough to guarantee their integrity. Therefore, the adoption of online and offline transactions is conducive to further enhancing the online credibility of electronic companies and ensuring the interests of businesses.

4.4 Extensive promotion in various fields of the network has improved customers' understanding of the company's brand on the network. At present, the company mainly promotes products on some B2B and C2C e-commerce networks, but ignores the promotion in other areas of the network, such as SEM (search engine marketing), so that the company's product websites can optimize SEO keywords on well-known search engines (Baidu, Google, Yahoo, etc.). According to relevant data, most buyers will use search engines first. Secondly, the company's product supply and demand information should be published online in some industries. The main products of electronic companies are instruments, so some professional instruments can regularly publish some company product information on the Internet. In addition, you can send online product information or company website to some potential customers by email.

Verb (abbreviation of verb) conclusion

This investigation report analyzes the development of e-commerce in Quanzhou Jinjiang Airport Electronic Technology Co., Ltd., combines the annual sales of electronic companies in recent years, as well as the capital investment in all aspects of e-commerce, and combines the above chart data to build a relatively complete overview of e-commerce development in recent years and how to develop in the next few years. The purpose is to help Quanzhou Jinjiang Airport Electronic Company how to develop e-commerce in the future, and hope to draw lessons from other small and medium-sized enterprises and even large enterprises in China to develop e-commerce

With the development of the global information age, e-commerce in China has developed rapidly in recent years. However, due to its short development time, there are various constraints that hinder its development. Most enterprises lack deep understanding and firm confidence in the development strategy of e-commerce, so that the development of e-commerce is relatively slow or even difficult. However, in the face of the overwhelming wave of e-commerce, if China enterprises want to develop successfully in the future, they should practice e-commerce sooner or later, otherwise they will be eliminated by the times. Therefore, how to develop e-commerce has become the core part of the current enterprise development and an important problem.

The above is what Bian Xiao shared today, and I hope it will help everyone.