jewelry wholesale design software How to write the personal work summary of pharmaceutical sales

Faye

November 16, 2022 at 5:20 am

fashion jewelry sale wholesale Summarize a written material that reviews and analyzes the situation of learning and work and life in a period, a year, and one stage. It can promote us to think and let us take the time to write a summary. What should you have seen in the summary of the summary? Here is the personal work summary of the medical sales I have compiled for everyone. I hope to help everyone!

The personal work summary of medical sales 1
this year In the first half of the year, LL: 227336 boxes, an increase of 87251 boxes from 140085 boxes sold in the same period last year, 1.62 times the same period; of which 190,936 boxes were sold in March-June 20__ years, an increase of 75321 boxes from 115,615 boxes sold in the same period last year. 1.65 times the same period.
The new market sales of 116,000 boxes from January to June of the year, 115,736 boxes in the old market. rn 上半年的主要完成的重点：rn 1、市场网络建设方面：rn 新开发了广东、广西、云南、湖北、湖南、北京、天津、江苏、安徽、辽宁、 Henan, Shanxi, Inner Mongolia, Zhejiang, Xinjiang and other provinces have completed the recruitment and inspection of regional managers, achieved the effect of network clothing, and laid a certain foundation for the development of dotted in the second half of the year. :
In the strong support of the company, the Taihe market was closed, ensuring the rise in sales prices, release of market development costs, and basically curbing low -priced punching, channeling, and the further development of the market provided guarantee. It also provided a certain confidence for the old salespersons before, and the market was developing steadily.
3. Cost and payment recycling:
In addition to the company's sales expenses in the first half of the year, in addition to a Wuhan conference, Wuhan pilot conference costs and business trips, the company has less invested in the market, but the payment recovery basically achieves 60 60 More than 90%in the sky.
The annual plan to sell 700,000 boxes in the annual plan of the year, and strives to 1 million boxes. It needs to analyze the necessary market issues, divide more detailed division, and conduct necessary work guidance and requirements.
. At present, market analysis:
The current sales network construction in the country, but because the retail price is too low, 18.00 yuan/box, the average sales price is 11.74 yuan, the common goods price is at 3-3.60 yuan, equivalent to 19-23 buckles. The retail price of some areas is 17.10 yuan/box, because for new brands, a large number of development work is required, and the profit space of the unit box is too small, resulting in agency commercial business Or the salesperson is unwilling to invest without the necessary market expansion.
In a lot of communication with the salesperson, the salesman lacks trust in the company. Emotional and inappropriate communication and wording of other factors have caused psychological pressure. They are afraid of the new division of the market after the market, or the out of control of the market. In fact, due to the low profit reasons, this situation may continue to change until the profit of each market will not change after 10,000.
If for the mandatory market division, because the company does not make necessary investment, and has no support of wages and expenses, plus the single and current profit of the product, which does not allow the salesperson to form a dependence on the company's dependence on the company Sales representatives have no faithfulness to the company, which will inevitably cause chaos in market competition and mutual malicious competition. It will not only expand the market, but also make the market flinch.
. Analysis of marketing methods:
All business activities must have a unified marketing model, rather than the so -called self -current, and to grasp and operate the market with the subjective initiative of the agent, because product price positioning, positioning, and positioning, because product price positioning, positioning of product price, positioning, positioning, positioning, positioning, and positioning of product price, positioning, and positioning of product price, positioning, positioning, and positioning of product price, positioning, positioning, positioning, and positioning of product prices, positioning, and positioning, because product price positioning, positioning, and positioning of product price, positioning, positioning, positioning of product price, positioning, positioning, positioning, and positioning of product prices, positioning, and positioning of product price, positioning, positioning, positioning, positioning, and positioning of product price. The consideration of comprehensive factors such as product use positioning and competition analysis of similar products, and it is impossible to expect a product with a large profit space for the salesperson to replace the single box. In fact, the same is true. The market sales positioning targeting the rural market as the target market is mainly based on the establishment and management of the network with conference marketing, and quickly increases the market share of the market. According to the consciousness of the salesperson, the company can only listen to the natural development of the market and lose its initiative.
. The company's support analysis:
. So far, the company's support for market support is basically 0, while all new products have a market development period. At present, the pharmaceutical market is relatively transparent, the market development costs have gradually increased. While sales representatives are considering risks, they also consider the income and output ratio of capital investment. Loyalty is also overwhelming. The more successful companies undoubtedly make necessary support and investment in the early stage of the new product entering the market.
. Management analysis:
The majority of salesmen and most salespersons have greater doubts about the management of the company. Almost everyone feels that the company has no strength and the basic management process of Chinese and foreign joint ventures , Even feel lack of trust and sense of security.
One of the three major elements of enterprise development is the full play of human capital, the absolute unity of organizational behavior, the attraction of employees and absolute cohesion of corporate culture.
The absolute fairness and impartiality of management, the sound of processing speed and ability of information feedback. At present, the company has basically dealt with the problem on management issues.
On the personal work summary of pharmaceutical sales 2
A as a pharmaceutical sales staff, not an isolated individual, only accepts instructions from superiors and then mechanized There are dozens of or more medical (medicine) teams in this area. How to fully mobilize their enthusiasm and how to reasonably distribute resources (including time) is a very difficult and important thing. It can be said that each region (area) is the basic management unit of the company's sales department. Only when it does well can the entire company move forward faster. In view of this, district (or region) management, through reasonable use of resources (sales time, sales tools, promotion costs, human resources) to clear all aspects of the field of drug circulation, make it unobstructed, disappear in the field of circulation smoothly, increased, increased, and increase Market coverage in the area, increase sales performance, and reduce sales costs.
(1) The circulation channels of drugs
1. Usually the drug circulation channels are:
pharmaceutical companies -dealers -hospitals, retail pharmacies -patients
2 2 2 The circulation process of drugs in the hospital:
The dealer, pharmaceutical factory -pharmacy -small pharmacy -physician
(2) dredging of drug circulation channels
is indeed true There are curative effects, and new drugs with a certain market have been accepted by dealers or hospitals. It should have been a very easy thing, but in the past two years, due to the surging development of new drugs, dealers or hospitals have a lot of room for choice, so as to thus The problem that causes difficulty in selling new drugs, and a new drug must be consumed by patients, must first ensure that the channels are unobstructed.
The dealer's dredging:
(1) A attractive business policy
Note:
A. Talk about everything from the standpoint of customers (dealers) forever.
b. Fully explain and carefully calculate the unusual benefits to him.
C. Communicate the major goals of the present and the future.
(2) Good friends and partnerships
A, fully respect each other, be sincere, conquer each other with their minds.
B. Good communication skills and frequent communication to maintain close relationships.
C. The principle of interest driving correctly to deal with the relationship with the company and personal.
D. Understand the needs of different customers.
(3) Strong self -development market capabilities
A. Detailed introduction of sales forces, promotional methods and activities.
B. Summary introduces the company's strategy for marketing and development of national markets.
C. Detailed understanding of the company's product efficacy, attending and applied promotion.
D. Discuss the method of developing the market (area) market under the jurisdiction of the two parties.
has the above three, a new drug recognizes and accepted it should be a very easy thing.
The personal work summary of pharmaceutical sales 3
This has left us this year. In the past year, my personal work has not done well, maybe I do n’t work hard enough. There are no experience, but I have a little trick. Everyone who is sitting should be more experienced than me, I hope you don't keep it. Take advantage of today's opportunities to speak freely. In fact, doing this industry does not mean that many sales experience is needed, but as long as I have mastered some techniques, I think it is not very difficult to go to our success. It should be that each of us can be used. It is important to do sales first, but when we make products, we should first understand our products as a deep understanding. Diligence, five fast, as for the five diligence is brain, leg diligence, diligent eye, diligent, hand -diligent, hand -diligent; brain diligence is to think more about the problem and think about what to do today, what should I do tomorrow/? For example, We think about where I will go there every day before going to bed, what should I do, where should I go to the afternoon, what should I do? And what I have to do today, do I need to call the customer? But when we call customers, we should usually call it before eight o'clock, and do not affect the rest of others too late. In fact, calling for calling does not mean that our affairs can be done. Doctors are also human. They are not so terrible. I ’m afraid that you may feel good.
The second leg is diligent. We think of what to complete. As long as you complete your success or not, but if you do it yourself, you will be solid. When you go to the hospital more, you can go around. In fact, chatting with them is also very fun. In fact, it is not necessarily that there is something to find them. It's okay if it's okay. Take care of them. The reason for doing this is to move them more or less, making them feel that you are a hardworking person.
The third eye diligence is to observe more things around and understand some of what they need to do. For example, when you see them in the office, they are busy, and the desk is very messy. What happened. Do not prevent everyone in psychology, you can do it next time. Let me give it an example. Don't be so polite when you come, but when I see them eating watermelon, I have to find a knife everywhere. I only knew how to eat every time before. Anyway, I took it when you got it. Every time I buy watermelon why I did n’t bring them a knife, and then I went to help them take it. In fact, it ’s not very expensive, but what did he bring to me? From then on, I became a frequent guest of them. Don't buy food every time, you still have to eat. Two -one thing> Although it is just a small matter, it is a big deal for them!,
The fourth mouth is diligent, just think of seeing it, so I want to do it in the end. It's okay to say a few more words, but he feels comfortable psychologically. Here I want to be silent again. For example, when we often go to the country, buy local specialty products to bring back to important customers. I don't say you all know. "I remember every time I go to a hospital for a hospital, I won't go empty -handed every time, even if I have to bring a bottle of drink, because the purchase is very like these small things, I basically is a one Going once on a week, but every time the director was, she didn't want it, and didn't give me any good words. Although it was said not to be in my mouth, it was finally collected. I went again a few days ago. I thought about it and I didn't know what to buy. I heard a friend saying that there was a Huangyan oranges in Ningbo. I ran over two boxes. When he saw that I had something again, he said that this is the case, you don't want to come next time. I took it to say that the director was my heart. I went to Taizhou and gave you some Huangyan oranges. Well, you took it back to appreciate. When she looked at it, I said that you should not be so polite every time. Your medicine has been sold well recently. As long as you have normal sales, it is okay. No need to come often, I will call you if something is wrong, or you call me.说 Whether he was telling the truth, but my psychology was a lot a lot. I dare to communicate with him boldly next time. Last time I went back from Xiaoshan and brought her two boxes of radish to dry. Sometimes these lies are also good faithful lies. There is no way, for work! When you are diligent, you will send more information to the customer when you are okay. Some words cannot be expressed in words. Maybe you will have the unexpected results. I send a message to all customers on Christmas. Although only 30 % of the customers give me back information, I am very satisfied. In the end, the fifth is fast, which is the five diligence in front. If you think about it, we will complete it. If we succeed, we will make persistent efforts. It is not terrible to fail. I remember that I read a word from a successful person; Qi cheer yourself; people's life cannot be smooth sailing, so starting from the moment you have self -consciousness, you must have a clear understanding, that is, people must have wind and waves in their lifetime, and it is absolutely impossible for the day to be good. On the day, every year is a good year, so when we encounter setbacks, don't be surprised and frustrated, but we should try it for granted, and then calmly look at it to solve it.
Although I have not achieved great success in my work in the past year, this is what I have summarized some skills, and I learned under the leadership of leaders. In the new year, I want to use a little technique I have mastered at present. I hope that with the support of the leaders and the help of the same time with you, I specify a plan for myself. The sales volume has developed some new products at the same time. At present, the hospital I do is cocoa, and I will maintain a certain amount of sales, and try to increase the sales as much I will develop as soon as possible as soon as possible. In the development of new varieties, I will report it like my direct boss leader.
It with the support of the leadership in the new year, let us go to the next level. For individuals, we work hard for the company. I feel at a loss of difficulties, believe in my own efforts, create a brilliant tomorrow, today Xiaocai reveals the sharp corner, tomorrow will be full of lotus aroma flying ponds!
Thank you!
Thank you for your leadership! R! n Summary of the personal work of medical sales 4
Igone back to the overall sales of 20__ years, touching myself as shy in my pocket, feel ashamed of myself! This is not only my subjective reason, and the objective reasons also cause the overall sales to be unable to go. One factor, here I summarized some existing problems.
. The current pharmaceutical situation:
1. The current price of medicines continues to fall and downward. There is no more profit, the space is getting smaller and smaller, and it is difficult for customers to manipulate.
2. Even if some products have been bidd, the local bids have blocked the sales of the product. For example, if a certain province belongs to a certain medicine to win the bid, the price is: It's just some small ones, and some hospitals are not medical insurance and public medical products, without selling, customers are unwilling to manipulate, and several other hospitals do not enter new medicines. Perhaps it may be possible to find such varieties that can really manipulate such varieties. Customers, so dragged it to the present. Compared to other provinces and cities, this variety has also won the bid, and the price is less than the province. Although the situation is not small, it can enter a few hospitals. Looking for a network, such a supply platform is more beneficial to product sales and promotion.
3. In the bid quotes from various places, due to the lack of medical experience, the situation of the bidding often occurs. In this regard, I need to do in -depth review. In the future It may be a full class to improve the level of quotation to ensure smoothly.
4. In terms of telephone investment, some negotiation skills also need to focus on strengthening. As long as we concentrate on observing and excavated, the topic of the topic is easily found. Without winning the bid, telephone investment is the main sales model. The company's image is also understood by customers in the phone, so it is necessary to improve in this regard to give customers a good impression.
. The overall situation of the relevant provinces responsible for the province:
With the strong rectification of the Chinese pharmaceutical market, it has gradually strengthened, and pharmaceutical investment facing the gradual increase in national drug supervision, the delivery model and pharmaceutical price management of drug hospitals and drug price management Further control, many restricted drug sales policies are in place, quotation is _____ quotation __ yuan, and some customers sell the goods locally, but the sales are not large. It is understood that in a certain city in a certain province When most of the hospitals enter the medicine, they will first consider whether it is a product that has won the bid this year. In addition, the local policy this year is that all the prices of the network are limited. In this way, most markets have been occupied by the previously opened products, plus each hospital, each variety can only enter two specifications (one product, two regulations), so the market that can be manipulated at present is not very large The space that can be manipulated is small and small.
This in the province, the sales of the bidding products that are responsible for the __ region is not satisfactory. There are few varieties that real customers can manipulate. Determine the overall sales of the product.
2. Inadequate profit space for medicines makes customers have no accumulation in sales.
3. The company's winning variety is not the sales expertise of the customer.
4. The goods are issued for several days, but failed to reach the hands of the medicine agent in time. Make customers anxious, such situations should be avoided.
5. Now the agent will check out at the end of the year.
6. The demand for agents is reduced. Most of them find the right product and have good channels.
On the personal work summary of pharmaceutical sales 5
A as a pharmaceutical sales staff, not an isolated individual, only accepts instructions from superiors and then mechanized There are dozens of or more medical (medicine) teams in this area. How to fully mobilize their enthusiasm and how to reasonably distribute resources (including time) is a very difficult and important thing. It can be said that each region (area) is the basic management unit of the company's sales department. Only when it does well can the entire company move forward faster. In view of this, district (or region) management, through reasonable use of resources (sales time, sales tools, promotion costs, human resources) to clear all aspects of the field of drug circulation, make it unobstructed, disappear in the field of circulation smoothly, increased, increased, and increase Market coverage in the area, increase sales performance, and reduce sales costs.
(1) Drug circulation channels:
1. Pharmaceutical circulation channels under normal circumstances are:
Ser pharmaceutical company -dealers -hospital, retail pharmacy -patients
Dealer
2. The circulation process of drugs in the hospital:
The dealer, pharmaceutical factory -pharmacy -Pharmacy doctors
(2) Dredging of drug circulation channels
A new drug with a certain market is accepted by dealers or hospitals. It should have been a very easy task, but in the past two years, due to the surge in the development of new drugs, dealers or hospitals have made a lot of large The choice space causes the problem of difficulty in selling new drugs. If a new drug is finally consumed by the patient, the channel must be allowed to be unobstructed first.
1. Dredge dealer's dredging:
(1) A attractive business policy:
Note:
A, always standing on the position of the customer (dealer) to talk about everything
B. Fully elaborate and carefully calculate the unusual benefits to him
C. Communicate the current and future major goals
(2) Good friends, partnership
a, fully respect, fully respect The other party, with sincerity, conquer the other party
B, good communication skills and frequent communication to maintain a close relationship
C. Principles of correct application of interests, deal with the company and personal relationship
D. Understanding Demand of different customers
(3) Strong self -development market capacity
A. Detailed introduction of sales power, promotional means and activity
B. Summary of the company's market promotion to the national market promotion The strategy of development of the development
C. Detailed understanding of the company's product efficacy, the treatment and application promotion situation
D. The method of exploring the market (area) market under the joint development of the two parties.
has the above three, a new drug is recognized and accepted by the dealer. Hospital library:
A. Collection of hospital information in detail (including the dean, the pharmacy management committee, the director of the pharmacy department, the procurement or planner, the director of the product related department, the expert or important physician, and even the relevant officials of the health bureau of the hospital )
b. Find out the key figures that affect the purchase of the hospital, and make a comprehensive and detailed investigation and understanding of it, especially his special needs, special difficulties.
c. In contact with important characters (maybe the dean, the director of the pharmaceutical agent, the owner of the relevant department, etc.), he persuaded him to make decisions.
(2) Maintaining drug purchase: Although the new drug enters the drug library is an important step, it is long and important to maintain the drug, and the amount of preservation of a certain amount is even more difficult. Deepen the understanding of the two parties and take long -term vision to deal with the problems of the cooperation between the two parties.
. The dredging of the hospital's pharmacy (small warehouse, small pharmacies), dredging this link to maintain good personal relationship with the person in charge of the pharmacy (team leader or supervisor), so it should be done:
(1) Double respecting him, meet the needs of his heart
(2) Frequent visits, deepen the impression and understand
(3) Reasonable communication costs
larger hospitals, pharmacy (large pharmacy) are responsible for responsibility Purchase medicines from the Pharmaceutical Distribution Department, properly keep it and small pharmacies are responsible for receiving and distributing drugs. If there is no dredging here, the medicine will not be received from the pharmacy. Pharmacy and specialty pharmacies) are not suitable for medicine, but the product "sleeps" in the large pharmaceutical library. Of course, a meeting of important characters that affect the medicine in each month (or season) use a loose discussion method to make it fully to make it fully to fully make it fully allow Express opinions, put forward the method of improvement, close the relationship between the two parties
4. Doctors with prescription rights (also known as clinical work or hospital promotion) products to squeeze into the market to occupy the market. For patients, through prescriptions, drugs disappear in the field of circulation into the consumer field, realize drug sales, create benefits for the company, and ensure the company's reasonable profits. However, we must target key doctors, usually the authority and guiding role of superior doctors at the provincial level (especially medical affiliated hospitals) are particularly prominent. Therefore The physician, for the prescription key physician, is particularly important to dredge the prescription of physicians. The core of the core is as follows:
(1) Face -to -face visit: From the current sales of the pharmaceutical and medicine industry, face -to -face visits (personal visit) It is the most important method in the sales work, accounting for more than 80%of the sales room. It is a propaganda single document sample, small gifts and their own personality charm. It is to let the doctor accept it from the heart, and let the doctor prescribe the medicines produced by the company. Visiting the opposite side has the following characteristics:
a, strong targeted, is a specific person, specific problems, in -depth discussions and understanding of both parties and products and products. To meet different levels, different expectations.
B. Talk to the opposite side, full of intimacy, and the atmosphere is easy to build a long -term close cooperation with each other.
C. The cost of visiting face to face is high, and the cost is high. At the same time, it has high requirements for its own quality and sales skills, so the effects generated during the unit time are very different.
D. Product introduction Lack of systemic
(2) The characteristics of clinical conferences and small meetings:
A. You can pass information to multiple doctors in a short time, high efficiency, and save costs
B. Introduce the complete system of the product, but the depth is not enough, and it is impossible to take into account the specific requirements of specific physicians
C. Combining in the form of speech and discussion, it will make up for the lack of depth
D. The close personal relationship cannot be established
and above two forms (face -to -face visits) are two important methods such as clinical work. The principles are:
This spending sufficient costs for important doctors through frequent personal visits.
For general target physicians, a small seminar on the department, introducing companies and products, influence and persuasion.

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1 thought on “jewelry wholesale design software How to write the personal work summary of pharmaceutical sales”

Faye
November 16, 2022 at 5:20 am

fashion jewelry sale wholesale Summarize a written material that reviews and analyzes the situation of learning and work and life in a period, a year, and one stage. It can promote us to think and let us take the time to write a summary. What should you have seen in the summary of the summary? Here is the personal work summary of the medical sales I have compiled for everyone. I hope to help everyone!

The personal work summary of medical sales 1
this year In the first half of the year, LL: 227336 boxes, an increase of 87251 boxes from 140085 boxes sold in the same period last year, 1.62 times the same period; of which 190,936 boxes were sold in March-June 20__ years, an increase of 75321 boxes from 115,615 boxes sold in the same period last year. 1.65 times the same period.
The new market sales of 116,000 boxes from January to June of the year, 115,736 boxes in the old market. rn 上半年的主要完成的重点：rn 1、市场网络建设方面：rn 新开发了广东、广西、云南、湖北、湖南、北京、天津、江苏、安徽、辽宁、 Henan, Shanxi, Inner Mongolia, Zhejiang, Xinjiang and other provinces have completed the recruitment and inspection of regional managers, achieved the effect of network clothing, and laid a certain foundation for the development of dotted in the second half of the year. :
In the strong support of the company, the Taihe market was closed, ensuring the rise in sales prices, release of market development costs, and basically curbing low -priced punching, channeling, and the further development of the market provided guarantee. It also provided a certain confidence for the old salespersons before, and the market was developing steadily.
3. Cost and payment recycling:
In addition to the company's sales expenses in the first half of the year, in addition to a Wuhan conference, Wuhan pilot conference costs and business trips, the company has less invested in the market, but the payment recovery basically achieves 60 60 More than 90%in the sky.
The annual plan to sell 700,000 boxes in the annual plan of the year, and strives to 1 million boxes. It needs to analyze the necessary market issues, divide more detailed division, and conduct necessary work guidance and requirements.
. At present, market analysis:
The current sales network construction in the country, but because the retail price is too low, 18.00 yuan/box, the average sales price is 11.74 yuan, the common goods price is at 3-3.60 yuan, equivalent to 19-23 buckles. The retail price of some areas is 17.10 yuan/box, because for new brands, a large number of development work is required, and the profit space of the unit box is too small, resulting in agency commercial business Or the salesperson is unwilling to invest without the necessary market expansion.
In a lot of communication with the salesperson, the salesman lacks trust in the company. Emotional and inappropriate communication and wording of other factors have caused psychological pressure. They are afraid of the new division of the market after the market, or the out of control of the market. In fact, due to the low profit reasons, this situation may continue to change until the profit of each market will not change after 10,000.
If for the mandatory market division, because the company does not make necessary investment, and has no support of wages and expenses, plus the single and current profit of the product, which does not allow the salesperson to form a dependence on the company's dependence on the company Sales representatives have no faithfulness to the company, which will inevitably cause chaos in market competition and mutual malicious competition. It will not only expand the market, but also make the market flinch.
. Analysis of marketing methods:
All business activities must have a unified marketing model, rather than the so -called self -current, and to grasp and operate the market with the subjective initiative of the agent, because product price positioning, positioning, and positioning, because product price positioning, positioning of product price, positioning, positioning, positioning, positioning, and positioning of product price, positioning, and positioning of product price, positioning, positioning, and positioning of product price, positioning, positioning, positioning, and positioning of product prices, positioning, and positioning, because product price positioning, positioning, and positioning of product price, positioning, positioning, positioning of product price, positioning, positioning, positioning, and positioning of product prices, positioning, and positioning of product price, positioning, positioning, positioning, positioning, and positioning of product price. The consideration of comprehensive factors such as product use positioning and competition analysis of similar products, and it is impossible to expect a product with a large profit space for the salesperson to replace the single box. In fact, the same is true. The market sales positioning targeting the rural market as the target market is mainly based on the establishment and management of the network with conference marketing, and quickly increases the market share of the market. According to the consciousness of the salesperson, the company can only listen to the natural development of the market and lose its initiative.
. The company's support analysis:
. So far, the company's support for market support is basically 0, while all new products have a market development period. At present, the pharmaceutical market is relatively transparent, the market development costs have gradually increased. While sales representatives are considering risks, they also consider the income and output ratio of capital investment. Loyalty is also overwhelming. The more successful companies undoubtedly make necessary support and investment in the early stage of the new product entering the market.
. Management analysis:
The majority of salesmen and most salespersons have greater doubts about the management of the company. Almost everyone feels that the company has no strength and the basic management process of Chinese and foreign joint ventures , Even feel lack of trust and sense of security.
One of the three major elements of enterprise development is the full play of human capital, the absolute unity of organizational behavior, the attraction of employees and absolute cohesion of corporate culture.
The absolute fairness and impartiality of management, the sound of processing speed and ability of information feedback. At present, the company has basically dealt with the problem on management issues.
On the personal work summary of pharmaceutical sales 2
A as a pharmaceutical sales staff, not an isolated individual, only accepts instructions from superiors and then mechanized There are dozens of or more medical (medicine) teams in this area. How to fully mobilize their enthusiasm and how to reasonably distribute resources (including time) is a very difficult and important thing. It can be said that each region (area) is the basic management unit of the company's sales department. Only when it does well can the entire company move forward faster. In view of this, district (or region) management, through reasonable use of resources (sales time, sales tools, promotion costs, human resources) to clear all aspects of the field of drug circulation, make it unobstructed, disappear in the field of circulation smoothly, increased, increased, and increase Market coverage in the area, increase sales performance, and reduce sales costs.
(1) The circulation channels of drugs
1. Usually the drug circulation channels are:
pharmaceutical companies -dealers -hospitals, retail pharmacies -patients
2 2 2 The circulation process of drugs in the hospital:
The dealer, pharmaceutical factory -pharmacy -small pharmacy -physician
(2) dredging of drug circulation channels
is indeed true There are curative effects, and new drugs with a certain market have been accepted by dealers or hospitals. It should have been a very easy thing, but in the past two years, due to the surging development of new drugs, dealers or hospitals have a lot of room for choice, so as to thus The problem that causes difficulty in selling new drugs, and a new drug must be consumed by patients, must first ensure that the channels are unobstructed.
The dealer's dredging:
(1) A attractive business policy
Note:
A. Talk about everything from the standpoint of customers (dealers) forever.
b. Fully explain and carefully calculate the unusual benefits to him.
C. Communicate the major goals of the present and the future.
(2) Good friends and partnerships
A, fully respect each other, be sincere, conquer each other with their minds.
B. Good communication skills and frequent communication to maintain close relationships.
C. The principle of interest driving correctly to deal with the relationship with the company and personal.
D. Understand the needs of different customers.
(3) Strong self -development market capabilities
A. Detailed introduction of sales forces, promotional methods and activities.
B. Summary introduces the company's strategy for marketing and development of national markets.
C. Detailed understanding of the company's product efficacy, attending and applied promotion.
D. Discuss the method of developing the market (area) market under the jurisdiction of the two parties.
has the above three, a new drug recognizes and accepted it should be a very easy thing.
The personal work summary of pharmaceutical sales 3
This has left us this year. In the past year, my personal work has not done well, maybe I do n’t work hard enough. There are no experience, but I have a little trick. Everyone who is sitting should be more experienced than me, I hope you don't keep it. Take advantage of today's opportunities to speak freely. In fact, doing this industry does not mean that many sales experience is needed, but as long as I have mastered some techniques, I think it is not very difficult to go to our success. It should be that each of us can be used. It is important to do sales first, but when we make products, we should first understand our products as a deep understanding. Diligence, five fast, as for the five diligence is brain, leg diligence, diligent eye, diligent, hand -diligent, hand -diligent; brain diligence is to think more about the problem and think about what to do today, what should I do tomorrow/? For example, We think about where I will go there every day before going to bed, what should I do, where should I go to the afternoon, what should I do? And what I have to do today, do I need to call the customer? But when we call customers, we should usually call it before eight o'clock, and do not affect the rest of others too late. In fact, calling for calling does not mean that our affairs can be done. Doctors are also human. They are not so terrible. I ’m afraid that you may feel good.
The second leg is diligent. We think of what to complete. As long as you complete your success or not, but if you do it yourself, you will be solid. When you go to the hospital more, you can go around. In fact, chatting with them is also very fun. In fact, it is not necessarily that there is something to find them. It's okay if it's okay. Take care of them. The reason for doing this is to move them more or less, making them feel that you are a hardworking person.
The third eye diligence is to observe more things around and understand some of what they need to do. For example, when you see them in the office, they are busy, and the desk is very messy. What happened. Do not prevent everyone in psychology, you can do it next time. Let me give it an example. Don't be so polite when you come, but when I see them eating watermelon, I have to find a knife everywhere. I only knew how to eat every time before. Anyway, I took it when you got it. Every time I buy watermelon why I did n’t bring them a knife, and then I went to help them take it. In fact, it ’s not very expensive, but what did he bring to me? From then on, I became a frequent guest of them. Don't buy food every time, you still have to eat. Two -one thing> Although it is just a small matter, it is a big deal for them!,
The fourth mouth is diligent, just think of seeing it, so I want to do it in the end. It's okay to say a few more words, but he feels comfortable psychologically. Here I want to be silent again. For example, when we often go to the country, buy local specialty products to bring back to important customers. I don't say you all know. "I remember every time I go to a hospital for a hospital, I won't go empty -handed every time, even if I have to bring a bottle of drink, because the purchase is very like these small things, I basically is a one Going once on a week, but every time the director was, she didn't want it, and didn't give me any good words. Although it was said not to be in my mouth, it was finally collected. I went again a few days ago. I thought about it and I didn't know what to buy. I heard a friend saying that there was a Huangyan oranges in Ningbo. I ran over two boxes. When he saw that I had something again, he said that this is the case, you don't want to come next time. I took it to say that the director was my heart. I went to Taizhou and gave you some Huangyan oranges. Well, you took it back to appreciate. When she looked at it, I said that you should not be so polite every time. Your medicine has been sold well recently. As long as you have normal sales, it is okay. No need to come often, I will call you if something is wrong, or you call me.说 Whether he was telling the truth, but my psychology was a lot a lot. I dare to communicate with him boldly next time. Last time I went back from Xiaoshan and brought her two boxes of radish to dry. Sometimes these lies are also good faithful lies. There is no way, for work! When you are diligent, you will send more information to the customer when you are okay. Some words cannot be expressed in words. Maybe you will have the unexpected results. I send a message to all customers on Christmas. Although only 30 % of the customers give me back information, I am very satisfied. In the end, the fifth is fast, which is the five diligence in front. If you think about it, we will complete it. If we succeed, we will make persistent efforts. It is not terrible to fail. I remember that I read a word from a successful person; Qi cheer yourself; people's life cannot be smooth sailing, so starting from the moment you have self -consciousness, you must have a clear understanding, that is, people must have wind and waves in their lifetime, and it is absolutely impossible for the day to be good. On the day, every year is a good year, so when we encounter setbacks, don't be surprised and frustrated, but we should try it for granted, and then calmly look at it to solve it.
Although I have not achieved great success in my work in the past year, this is what I have summarized some skills, and I learned under the leadership of leaders. In the new year, I want to use a little technique I have mastered at present. I hope that with the support of the leaders and the help of the same time with you, I specify a plan for myself. The sales volume has developed some new products at the same time. At present, the hospital I do is cocoa, and I will maintain a certain amount of sales, and try to increase the sales as much I will develop as soon as possible as soon as possible. In the development of new varieties, I will report it like my direct boss leader.
It with the support of the leadership in the new year, let us go to the next level. For individuals, we work hard for the company. I feel at a loss of difficulties, believe in my own efforts, create a brilliant tomorrow, today Xiaocai reveals the sharp corner, tomorrow will be full of lotus aroma flying ponds!
Thank you!
Thank you for your leadership! R! n Summary of the personal work of medical sales 4
Igone back to the overall sales of 20__ years, touching myself as shy in my pocket, feel ashamed of myself! This is not only my subjective reason, and the objective reasons also cause the overall sales to be unable to go. One factor, here I summarized some existing problems.
. The current pharmaceutical situation:
1. The current price of medicines continues to fall and downward. There is no more profit, the space is getting smaller and smaller, and it is difficult for customers to manipulate.
2. Even if some products have been bidd, the local bids have blocked the sales of the product. For example, if a certain province belongs to a certain medicine to win the bid, the price is: It's just some small ones, and some hospitals are not medical insurance and public medical products, without selling, customers are unwilling to manipulate, and several other hospitals do not enter new medicines. Perhaps it may be possible to find such varieties that can really manipulate such varieties. Customers, so dragged it to the present. Compared to other provinces and cities, this variety has also won the bid, and the price is less than the province. Although the situation is not small, it can enter a few hospitals. Looking for a network, such a supply platform is more beneficial to product sales and promotion.
3. In the bid quotes from various places, due to the lack of medical experience, the situation of the bidding often occurs. In this regard, I need to do in -depth review. In the future It may be a full class to improve the level of quotation to ensure smoothly.
4. In terms of telephone investment, some negotiation skills also need to focus on strengthening. As long as we concentrate on observing and excavated, the topic of the topic is easily found. Without winning the bid, telephone investment is the main sales model. The company's image is also understood by customers in the phone, so it is necessary to improve in this regard to give customers a good impression.
. The overall situation of the relevant provinces responsible for the province:
With the strong rectification of the Chinese pharmaceutical market, it has gradually strengthened, and pharmaceutical investment facing the gradual increase in national drug supervision, the delivery model and pharmaceutical price management of drug hospitals and drug price management Further control, many restricted drug sales policies are in place, quotation is _____ quotation __ yuan, and some customers sell the goods locally, but the sales are not large. It is understood that in a certain city in a certain province When most of the hospitals enter the medicine, they will first consider whether it is a product that has won the bid this year. In addition, the local policy this year is that all the prices of the network are limited. In this way, most markets have been occupied by the previously opened products, plus each hospital, each variety can only enter two specifications (one product, two regulations), so the market that can be manipulated at present is not very large The space that can be manipulated is small and small.
This in the province, the sales of the bidding products that are responsible for the __ region is not satisfactory. There are few varieties that real customers can manipulate. Determine the overall sales of the product.
2. Inadequate profit space for medicines makes customers have no accumulation in sales.
3. The company's winning variety is not the sales expertise of the customer.
4. The goods are issued for several days, but failed to reach the hands of the medicine agent in time. Make customers anxious, such situations should be avoided.
5. Now the agent will check out at the end of the year.
6. The demand for agents is reduced. Most of them find the right product and have good channels.
On the personal work summary of pharmaceutical sales 5
A as a pharmaceutical sales staff, not an isolated individual, only accepts instructions from superiors and then mechanized There are dozens of or more medical (medicine) teams in this area. How to fully mobilize their enthusiasm and how to reasonably distribute resources (including time) is a very difficult and important thing. It can be said that each region (area) is the basic management unit of the company's sales department. Only when it does well can the entire company move forward faster. In view of this, district (or region) management, through reasonable use of resources (sales time, sales tools, promotion costs, human resources) to clear all aspects of the field of drug circulation, make it unobstructed, disappear in the field of circulation smoothly, increased, increased, and increase Market coverage in the area, increase sales performance, and reduce sales costs.
(1) Drug circulation channels:
1. Pharmaceutical circulation channels under normal circumstances are:
Ser pharmaceutical company -dealers -hospital, retail pharmacy -patients
Dealer
2. The circulation process of drugs in the hospital:
The dealer, pharmaceutical factory -pharmacy -Pharmacy doctors
(2) Dredging of drug circulation channels
A new drug with a certain market is accepted by dealers or hospitals. It should have been a very easy task, but in the past two years, due to the surge in the development of new drugs, dealers or hospitals have made a lot of large The choice space causes the problem of difficulty in selling new drugs. If a new drug is finally consumed by the patient, the channel must be allowed to be unobstructed first.
1. Dredge dealer's dredging:
(1) A attractive business policy:
Note:
A, always standing on the position of the customer (dealer) to talk about everything
B. Fully elaborate and carefully calculate the unusual benefits to him
C. Communicate the current and future major goals
(2) Good friends, partnership
a, fully respect, fully respect The other party, with sincerity, conquer the other party
B, good communication skills and frequent communication to maintain a close relationship
C. Principles of correct application of interests, deal with the company and personal relationship
D. Understanding Demand of different customers
(3) Strong self -development market capacity
A. Detailed introduction of sales power, promotional means and activity
B. Summary of the company's market promotion to the national market promotion The strategy of development of the development
C. Detailed understanding of the company's product efficacy, the treatment and application promotion situation
D. The method of exploring the market (area) market under the joint development of the two parties.
has the above three, a new drug is recognized and accepted by the dealer. Hospital library:
A. Collection of hospital information in detail (including the dean, the pharmacy management committee, the director of the pharmacy department, the procurement or planner, the director of the product related department, the expert or important physician, and even the relevant officials of the health bureau of the hospital )
b. Find out the key figures that affect the purchase of the hospital, and make a comprehensive and detailed investigation and understanding of it, especially his special needs, special difficulties.
c. In contact with important characters (maybe the dean, the director of the pharmaceutical agent, the owner of the relevant department, etc.), he persuaded him to make decisions.
(2) Maintaining drug purchase: Although the new drug enters the drug library is an important step, it is long and important to maintain the drug, and the amount of preservation of a certain amount is even more difficult. Deepen the understanding of the two parties and take long -term vision to deal with the problems of the cooperation between the two parties.
. The dredging of the hospital's pharmacy (small warehouse, small pharmacies), dredging this link to maintain good personal relationship with the person in charge of the pharmacy (team leader or supervisor), so it should be done:
(1) Double respecting him, meet the needs of his heart
(2) Frequent visits, deepen the impression and understand
(3) Reasonable communication costs
larger hospitals, pharmacy (large pharmacy) are responsible for responsibility Purchase medicines from the Pharmaceutical Distribution Department, properly keep it and small pharmacies are responsible for receiving and distributing drugs. If there is no dredging here, the medicine will not be received from the pharmacy. Pharmacy and specialty pharmacies) are not suitable for medicine, but the product "sleeps" in the large pharmaceutical library. Of course, a meeting of important characters that affect the medicine in each month (or season) use a loose discussion method to make it fully to make it fully to fully make it fully allow Express opinions, put forward the method of improvement, close the relationship between the two parties
4. Doctors with prescription rights (also known as clinical work or hospital promotion) products to squeeze into the market to occupy the market. For patients, through prescriptions, drugs disappear in the field of circulation into the consumer field, realize drug sales, create benefits for the company, and ensure the company's reasonable profits. However, we must target key doctors, usually the authority and guiding role of superior doctors at the provincial level (especially medical affiliated hospitals) are particularly prominent. Therefore The physician, for the prescription key physician, is particularly important to dredge the prescription of physicians. The core of the core is as follows:
(1) Face -to -face visit: From the current sales of the pharmaceutical and medicine industry, face -to -face visits (personal visit) It is the most important method in the sales work, accounting for more than 80%of the sales room. It is a propaganda single document sample, small gifts and their own personality charm. It is to let the doctor accept it from the heart, and let the doctor prescribe the medicines produced by the company. Visiting the opposite side has the following characteristics:
a, strong targeted, is a specific person, specific problems, in -depth discussions and understanding of both parties and products and products. To meet different levels, different expectations.
B. Talk to the opposite side, full of intimacy, and the atmosphere is easy to build a long -term close cooperation with each other.
C. The cost of visiting face to face is high, and the cost is high. At the same time, it has high requirements for its own quality and sales skills, so the effects generated during the unit time are very different.
D. Product introduction Lack of systemic
(2) The characteristics of clinical conferences and small meetings:
A. You can pass information to multiple doctors in a short time, high efficiency, and save costs
B. Introduce the complete system of the product, but the depth is not enough, and it is impossible to take into account the specific requirements of specific physicians
C. Combining in the form of speech and discussion, it will make up for the lack of depth
D. The close personal relationship cannot be established
and above two forms (face -to -face visits) are two important methods such as clinical work. The principles are:
This spending sufficient costs for important doctors through frequent personal visits.
For general target physicians, a small seminar on the department, introducing companies and products, influence and persuasion.

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