Model essay on personal work summary of sales staff in pharmaceutical companies 1
Looking back on the overall sales situation in 20xx, I feel ashamed! This is not only my subjective reason, but also the objective reason that leads to the overall sales failure. Here I summarize some existing problems.
First, the current medical situation:
1. At present, the drug price is dropping again and again, and there is no more profit, and the space is getting smaller and smaller, making it difficult for customers to operate.
2. Even if some products win the bid, local varieties also hinder the sales of products. For example, a drug in a province won the bid, the price is RMB, and there are no big customers, only some small customers. Moreover, some hospitals do not want to operate because they are not medical insurance and free medical care products, and customers are unwilling to operate. Other hospitals stopped taking new drugs, perhaps because they could not find customers who could really handle this kind of variety, so they delayed. Compared with other provinces and cities, this product has also won the bid, and the price is less than that in the province. Although the situation is similar, it can be admitted to several hospitals and sold every month. The reason is that if you want to find it, you have to find a network. Such a supply platform is more conducive to the sales and promotion of products.
3. Due to the lack of medical experience, bidding failure happens from time to time. At this point, I need to make a profound review, learn more medical knowledge in the future, try my best to do enough work when bidding, improve my quotation level and ensure the smooth completion.
4. In terms of telephone investment, some negotiation skills also need to be strengthened. As long as you observe and explore carefully, the starting point of the topic is easy to find, so as to strive for a smooth and smooth telephone investment process. In the absence of winning the bid, telephone investment is the main sales model, and the company's image is also known by customers on the phone, so we should improve it in this respect and give customers a good impression.
Second, the overall situation of the relevant provinces:
With the vigorous rectification and governance of the pharmaceutical market in China, the national drug supervision has been gradually strengthened, and the distribution mode of drug hospitals and drug price management have been further controlled. Many restrictive drug sales policies have been put in place, with quotations of RMB * * and RMB * * *. Some customers sell goods locally, but the sales volume is not large. It is understood that in a certain province and city, most hospitals will first consider whether it is the product that won the bid this year. In addition, this year's local policy is that all price-limited varieties can be shortlisted as long as the quotation is within the price limit. As a result, most of the market was occupied by the previously opened products. In addition, each hospital can only enter two specifications (one product and two regulations), so the market that can be operated at present is not very large, and the space that can be operated is very small.
In the province, the sales of the winning products in the * * area I am responsible for are not satisfactory, and there are not many varieties that real customers can operate. The main reasons are as follows:
1, the local market demand determines the overall sales of products.
2. The profit margin of drugs is not enough, which leads to customers' lack of ultimate products in sales.
3. The winning variety of the company is not the sales specialty of the customer (the wrong person can't be found).
The goods were sent out for several days, but failed to reach the pharmaceutical agency in time. It should be avoided to make customers impatient.
At present, the agent pays the bill at the end of the year, does not care about the new goods, and does not want to press the warehouse at the end of the year.
6. The demand for agents has decreased, and most of them have found suitable products and have good channels.
7. Unable to find the agent in need in time, the agent is more cautious about the product.
I think we should visit local pharmaceutical companies in detail next year to understand the needs of customers, make plans and distribute products to some customers with sales expertise. Unlike this year, the distribution company has ordered a lot, but there are only a few varieties that can really be made, and this will not lead to conflicts between different dealers on products.
Here, I put forward some sales suggestions for next year:
1. Bad service should be avoided. For example, after finding the guest room, only the goods are issued and the business is tracked. But the company needs to record some audio-visual products for product promotion, which is more conducive to publicity.
2, to avoid the problem of untimely delivery, usually the down payment is delayed and the cash on delivery is tight.
3, the price is not uniform, there should be a gradient price of provinces, cities and counties.
4. The tax bill is not timely.
5, which distinction to whom, you should let this manager track, constantly understand the market, and operate the market.
In terms of sales, it is suggested that the company consider increasing the network marketing mode on the basis of the original marketing. After all, the popularity of computers is getting higher and higher, which is beyond the reach of our telephone investment promotion method. Nowadays, drug dealers are no longer looking for products only by attending drug fairs around the country (there are no more people in Chengdu this time than a few years ago, and there are fewer and fewer people now). Coupled with the economic crisis, the prospects are not very prosperous. Now people are gradually changing their ideas and moving closer to the Internet, because the Internet has brought them convenience, speed and low cost. If you represent medicine online, you can find it online as long as the customer is looking for a certain kind of medicine. Therefore, it is more accurate to lock in good manufacturers and brands. In telephone communication, the success rate is obvious Now is an information age, and the network has become a publicity platform that people can't ignore. It has a wealth of agent information for inquiry, which is of great help to the market development and sales of products.
Model essay on personal work summary of sales staff in pharmaceutical companies II
20XX years have passed, so I take this opportunity to make a summary of my work in the past year and make a new one-year plan. First of all, thank you very much for your support and help to our work. I want to thank the leaders with warm applause! Thank you!
Is this period of alternation between the old and the new the end of the year or the prelude to the new year? Is it the end or the beginning? It doesn't matter. The important thing is: the old year has experienced so much, loss and regret; I have gained and enriched, but I still have dreams for the new year.
Let me give you an example. It was very hot in summer when I was in the hospital on business. I used to bring them a watermelon and other fruits every time I went. It was a long time later. They said, Xiao Tao, don't be so polite next time you come, but I saw them eating watermelon, so I had to look for a knife everywhere. I used to eat only every time. Anyway, I took some when I got it. I thought, why not bring them a knife every time I buy watermelons? Later, I went. Since then, I have become a frequent visitor to their place, and I don't have to buy food every time. I have some food myself. Kill two birds with one stone, although it is only a small matter, but it is a big deal for them! The fourth mouth is to think of seeing, so in the end, we must say it. People always like to listen to nice words. You can say a few more words, but he feels comfortable psychologically. I'm going to be verbose here again. For example, we often go to other places and bring the local specialties in buy buy back to important customers. As for how to say it, I don't think I will say it. Everybody knows that.
I remember that every time I went to the pharmacy department of the hospital, I didn't go empty-handed. Even if I have a bottle of drink, I must take it with me, because buyers like these little things very much. I basically go once a week, but every time the director is here, she doesn't want it or give me anything good. Although I said I didn't want it, I took it in the end. I went there again a few days ago and didn't know what to buy. I heard a friend say that there is a good shop in Ningbo to buy Huangyan oranges, so I ran over and bought two boxes. I went in when the director was here. He said if you do this again, don't come next time. I take it as a token of my gratitude, chief. I went to Taizhou to bring you some Huangyan oranges, which are very good. You can take them back to enjoy it. Not often. I'll call you if anything happens, or you can call me.
Whether what he said is true or not, I feel much better psychologically. I will dare to communicate with him next time. Last time I went back from Xiaoshan, I brought her two boxes of dried radish. Sometimes these lies are also white lies. I can't help it, for work! Now I'm a handyman. I usually send messages to customers when I have time. Some words can't be expressed in words, so it is better to express them in words. Under what festivals and greetings, a dime of information may have unexpected results. At Christmas, I sent a message to all my customers. Although only 30% of my customers have replied to me, I am already very satisfied. Finally, it was almost the fifth time, that is, the first five times. If you want to do it, you must make persistent efforts. If you succeed, failure is not terrible. I remember reading a sentence from a successful person. Strong, dedicated power to cheer for yourself; A person's life can't be smooth sailing, so from the moment you have self-awareness, you should have a clear understanding. A person's life is bound to have ups and downs. It is absolutely impossible for every day to be a good day, and every year is a good year. So when we encounter setbacks, don't be surprised and depressed, but try to take it for granted, and then treat it calmly and solve it.
Although I haven't made great achievements in my work in the past year, I have summed it up and learned it under the leadership of the leaders. In the new year, I want to make use of the skills I have now. I hope that with the support of leaders and everyone's help, we can make a plan to develop some new products for ourselves while completing the sales of our main products. At present, the hospital I am doing is understandable. I will keep a certain amount of sales and try to increase sales. I will try my best to develop what my hospital has not developed as soon as possible.
I hope that in the new year, with the support of leaders, for individuals and for the company, let's go up a storey still higher together. Dear friends who are fighting in the front line of medicine, don't feel at a loss for the difficulties they are facing at present, but believe in their own efforts and create a brilliant tomorrow. Today, the young talent is showing sharp corners, and tomorrow is the lotus fragrance flying all over the pool!
The year's work has ended, and we will continue to work hard in the coming year. This is a question that we have been unable to refuse. This is our summary at the end of the year. Every year has its own progress, every year will have its own growth! I believe everyone will achieve the most complete success in the new year.
Personal work summary of pharmaceutical company salesman model essay 3
20xx years have faded away. Summarizing this year's drug sales can better prepare for next year's work.
First, strengthen study and constantly improve ideological and professional quality.
There is no end to learning, and there is no end to learning. Only by constantly charging can we maintain business development. Therefore, I have been actively studying. Over the past year, the company has organized computer training, medical knowledge theory and various learning lectures, and I have participated in them seriously. By learning knowledge, I can establish an advanced working concept and make clear the direction of my future work. With the development of society and the update of knowledge, I am also urged to keep learning. Through these learning activities, I have continuously enriched myself, enriched my knowledge and insight, and prepared for better work practice.
Two, realistic and innovative, conscientiously carry out the work of drug investment.
Investment promotion is the primary task of the Investment Promotion Department. Although the investment promotion work in 20xx has not developed by leaps and bounds, we have also made small innovations in reality. Our company's agents are scattered, and most of them are customers who do terminal sales. It is also very troublesome to manage and the price will be chaotic, which will affect the sales of business managers. Therefore, we will transfer some retail investors to local business managers for management, which will correspondingly reduce a lot of waste and shortage; Select some products for business managers to attract investment locally. Business managers know the situation of agents very well, so they can not only recruit satisfactory agents, but also expand investment promotion and improve the overall sales of the company.
Third, work hard and complete the work assigned by the company.
Although this year's investment promotion work has not experienced great ups and downs, it is also very complicated, including the mailing of customer information, the telephone call back before and after the customer's sales, the inspection of agents, and the daily chores of customers, such as inspection, fax information, marketing coordination, etc., all need to be carefully completed by the staff. For every task assigned by the company, I will complete it with the greatest enthusiasm, and I can basically be "diligent, high-quality and efficient".
Fourth, strengthen reflection and sum up the gains and losses of work in time.
Reflecting on this year's work, while enjoying the achievements, I am also thinking about the shortcomings in my work. Disadvantages are as follows:
1, the research on drug investment promotion is not deep enough, and the thinking on investment promotion practice is not enough, so it is impossible to record some ideas and problems of drug investment promotion in time for reflection.
2. In terms of drug investment promotion, I intensified my study on drug investment promotion this year, and carefully studied some theoretical books on drug investment promotion, but the application in work practice was not in place, and the research was not detailed and practical enough to achieve my goal.
3. I don't have my own ideas on investment promotion. In the future, I will try my best to find out some ways to attract investment in drugs, and do my bit to create a new world of drug investment in our company.
4. Old work concept, no advanced work concept, low work enthusiasm, no 100% investment, no tension and relaxation. The "concept change" is not in place, and the work is rigidly adhered to the habit. Bad work habits and styles on weekdays are hard to get rid of. 2 1 century today, as a new supplementary force of the company, "changing ideas" is also our top priority.
Summing up 20xx years, the overall work has been improved, and some other work needs to be improved. We should be more conscientious in the future and successfully complete the tasks assigned by the company.
Personal work summary of pharmaceutical company salesman model essay 4
I have been engaged in sales since 20XX. In the past three years, with the leadership and help of the factory management and the full assistance of the employees, I have been loyal to my duties, worked hard and worked hard. By the end of XX, I had achieved sales of145,225 yuan, accounting for 38% of the annual sales tasks, and the repayment rate was 52%. The sales unit price is lower than last year. Now I will summarize my experience and feelings in sales in the past three years as follows:
First, earnestly implement the post responsibilities and earnestly perform their duties.
As a salesperson, my job responsibilities are:
1, do everything possible to complete the regional sales task and make timely reminders;
2. Strive to complete the requirements in the sales management measures;
3. Be responsible for strictly implementing the outbound procedures of products;
4. Actively and extensively collect market information and report to leaders in time;
5, strictly abide by the factory rules and regulations and various rules and regulations;
6. Have a high degree of professionalism and a high sense of ownership;
7, complete other work assigned by the leadership.
Job responsibilities are the requirements of employees' work, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and strictly demanding my behavior according to the terms of my duties. In recent years, in my business work, I can start with product knowledge, carefully analyze market information while understanding technical knowledge, and make marketing plans in time. Secondly, I often communicate frequently with sales staff in other regions to analyze market conditions. In my daily work, after receiving the task assigned by the leader, I actively set out to finish the task on time on the premise of ensuring the quality of work.
In short, through several years of practice, it has been proved that a salesman's business skills and performance are very important, which is the standard to test the gains and losses of a salesman's work. This year, due to the acceptance of the northern Shaanxi system power grid and the suspension of the project, the funds for the rural power system are not in place. In addition, their own business knowledge and skills are not high, and the market is changing rapidly, resulting in poor performance.
Two, a clear task, proactive, and strive to complete the quality and quantity on time.
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should actively understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit, on the other hand, I should also actively consider and supplement it.
For example:
1. In September this year, due to the suspension of the lease agreement and production by the lessee, the factory accumulated about 80 tons of silica and 20 tons of barite, but the lessee has left. For safety reasons, the leader instructed to transport the materials stored in the factory as soon as possible, and contacted the vehicle in the afternoon after receiving the task and negotiated the freight. The next day, he followed the vehicle to Pucheng Branch, and the three vehicles were delivered twice as planned. During the loading process, about 10 tons remained due to the completion of loading three cars. After reporting to the leader in time and obtaining the consent, I hired two tricycles from the local area and shipped the remaining materials back the same day at the same freight rate, which not only saved time, but also reduced costs.
2. In late August of this year, I went to northern Shaanxi on business, which coincided with the bidding for materials of Shendong Electric Power Diversified Industry Co., Ltd., and this bidding involved the procurement of materials in the future, which was of great significance. After I know the details, I will report to the leader in time and send the relevant information as soon as possible. I know this tender is very important to our factory and myself, but I don't think I can start because I haven't participated in a formal tender meeting. So, after careful consideration, I started with the relevant departments of the material procurement units that participated in the bidding, and collected the details of the relevant bidding enterprises and the supply prices of products, paving the way for bidding. Through my unremitting efforts, I successfully passed the qualification examination, business defense and technical defense in the bidding process, and finally it was worth it. In the end, YHWS- 17/50 zinc oxide arrester produced by our factory won the bid, which laid a solid foundation for the future sales of the products.
Third, correctly handle customer complaints and solve them properly in time.
Sales is a long-term, step-by-step work, and product defects are common, so salespeople should treat customer complaints correctly, treat them as equally important or even worse than product sales, and handle them carefully at the same time. In the process of product sales, I strictly follow the sales service promise made by the factory. When I receive a customer complaint, I must first make a record of the customer complaint and make a verbal commitment. Secondly, I should report to the leaders and relevant departments in time. After receiving the instructions from the leader, I will work out the response plan with the personnel of relevant departments, and at the same time, I will communicate with customers in time to make them satisfied with the treatment plan.
Fourth, seriously study the knowledge of our products and related products, and determine the product varieties that can be represented according to customer needs.
Familiarity with product knowledge is the premise of good sales. I also pay attention to the study of product knowledge in the process of sales. I can basically answer questions about the use, performance and parameters of the products produced by the factory, and I can basically master the use and installation of some related products.
According to the overall arrangement of the factory and my own understanding of northern Shaanxi, the agent products are divided into two categories: first, products with high technical content and great added value, such as 35KV lightning arrester, 35 fuse and current limiting fuse. , which after-sales services have problems; II. Iron accessories, fittings, bow bags, cross arms, etc. for 10KV lines. These products are used in large quantities, but the added value is low and there are many manufacturers, so it is difficult to sell them.
Verb (abbreviation of verb) Market analysis of electrical products
Northern Shaanxi has a large area, but the power grid construction is relatively backward. With the deepening of power grid transformation, manufacturers are aiming at the backward areas in the west, which leads to the continuous refinement of the market and increasingly fierce competition. Most power units in northern Shaanxi belong to rural power system. After several years of rural power network reconstruction and construction, due to the lack of funds, only 40% of the tasks have been completed, and the regional market potential is huge. The market analysis of northern Shaanxi is as follows:
(A) market demand analysis
Although the market potential in northern Shaanxi is huge, most county bureaus in Yan 'an belong to the provincial rural power system. Material procurement is organized and distributed by the Provincial Tendering Bureau, and Yulin Power Supply Bureau is managed by the Provincial Rural Power Bureau. However, the procurement of materials is subject to unified bidding by the Provincial Bureau of Tendering. Its procurement mode is that the bureau recommends manufacturers to the provincial bidding bureau, and the bidding bureau determines the shortlisted manufacturers. Furthermore, its purchasing decision-making power is in the provincial bidding bureau, but our factory won the bid without bidding in the provincial bidding bureau, and the county bureaus in Yulin area belong to Yulin. According to the information collected now, whether Yulin Power Supply Bureau will continue to transform the power grid depends on the funds allocated by the Provincial Rural Power Bureau. The reason is that in recent years, the funds needed for the transformation are guaranteed by the Provincial Rural Power Bureau, and the assets are used to offset the loans. According to the current situation of the bureau, it is now unable to repay the loan interest. According to the analysis of relevant personnel in the bureau, the power grid transformation in Yulin area may stop.
(B) competitors and price analysis
In recent years, through my own understanding of this area, there are two types of electrical appliance manufacturers in northern Shaanxi: one is West Porcelain Factory (branch factory), Shendian, Jiaotong University, Tongchuan Rongxin and so on. These enterprises entered the northern Shaanxi market earlier and had stronger strength. At the same time, they were shortlisted by the provincial bidding bureau, and the sales price was basically the same as that of our factory, forming a scale sales; The other is the lightning arrester factory in Baoding City, Hebei Province, which entered the northern Shaanxi market late, but the sales price was lower. The sales price of YHWS- 17/50 arrester is only 80 yuan/branch, and the sales price of pr w7- 10/ 100/ branch is 60 yuan/branch, which basically occupies the field of consignment.
Tentative ideas on regional work of intransitive verbs in 20XX years
Summing up my work in the past year, I still have many problems and shortcomings in my work. I need to learn working methods and skills from other salespeople and peers. In 2006, I plan to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:
(1) According to the regional sales situation and market changes in XX years, I plan to focus my work on Yan 'an area. First, I mainly do a good job in self-purchasing county bureaus, and choose several county bureaus with large consumption and good economic conditions, such as Yanchuan Electric Power Bureau and Yanchang Electric Power Bureau as the key points. At the same time, Yan' an power supply bureau has been reformed for three years, and its two counties and one district should do a good job of self-purchasing; The second is to do a good job in extending the procurement of oil mines in electrical materials, and the third is to take the form of agents in Yan 'an area, so that agents can carry out the sales work of county bureaus.
(2) In view of the situation that the county bureau in Yulin area has no electricity to buy, it is planned that Yulin Power Supply Bureau will continue to work and get the exact news in time. Golden boy should report the situation of our bureau to the leaders in time in order to do a good job in the provincial bidding bureau. At the same time, we plan to find powerful and well-connected agents in Daliuta, mainly working for Shenhua Shendong Coal Co., Ltd. to expand sales channels.
(3) Yongdeng Electric Power Bureau and Zhangye Electric Power Bureau, which formed sales in Gansu, basically stopped using because of the transformation of rural power grid in XX years. In XX, they plan to actively collect market information, contact in time, strive to participate in bidding, and form large-scale sales.
(4) In order to actively cooperate with agency sales, I plan to study the knowledge, performance and use of agency products after determining the product variety, so as to facilitate the agency products to enter the market quickly and form sales.
(5) While doing a good job, I plan to improve my theoretical knowledge by learning business knowledge, skills and actual sales, and strive to continuously improve my comprehensive quality, so as to lay a human resource foundation for the further development of the enterprise.
(6) In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets and expand the market share of products.
Seven, some suggestions on sales management measures.
(The sales management method for 20XX years should be clear and concise, and the area, tasks, expenses, assessment and rewards of sales personnel should be clearly defined. Ambiguous terms should be deleted, and the salesman will be paid in full according to the method after the assessment at the end of the year.
(In 20XX, under the premise of satisfactory negotiation between the factory and the salesman, the standardized and unified sales management measures were carefully revised to make them widely applicable and adapt to local conditions, and the ex-factory price only needs to be adjusted according to market changes every year.
(In 20XX, the salesman will be loosely managed, and the fixed eight-hour work system will be cancelled, and the form of regular report and summary will be adopted. Salespeople can go to the factory to handle other affairs every week 1-2 days, such as reporting the destination and return time to the leader on business trip, and arriving at the factory on time after receiving the notice from the leader, so that salesmen can have enough time for sales planning.
(4) As the regional market is shrinking, peer competition is fierce and prices are falling, XX leaders should carefully inspect and synthesize the market situation and the information feedback of sales staff, work out the ex-factory price that conforms to the factory situation and market situation, and stimulate the sales enthusiasm of sales staff.
Related articles of salesman's work summary:
1. Five personal work summaries of sales staff
2. Annual work summary latest model essay, salesman.
3. Personal annual work summary of sales staff
4. Five selected annual work summaries of salesmen.
5. Salesman's personal work summary five articles