Every graduation job hunting season, there are often a variety of partners ask me, medical device sales representatives do what? What's the difference between a medical representative and a pharmaceutical representative?......
01, Sales
Sales (Sales) department is the first-line departments of the major enterprises, the medical enterprise circle, there will be a variety of sales called:
In the pharmaceutical enterprises, the common name is the medical representative, academic will be called the medical information communication specialist;
In the field of equipment, the common name is the equipment representative, academic will be called the product technology specialist;
In the field of equipment, the common name is the equipment representative, academic will be called the product technology specialist;
In the field of equipment, the common call is the equipment representative.
In the device field, the common name is device representative, some academic will be called product technology specialist;
In the school recruitment, in order to highlight the force, usually called sales management trainee.
All in all, no matter how you call it, it's really a Sales.
In the healthcare business, the requirement for Sales is to make the product serve more patients through academic promotion. Need to be fine, compliance must be examined :)
In fact, the leadership of the Sales requirements have and only one - to complete the sales target.
02, medical device representatives vs. pharmaceutical representatives - the same place
1, visit the key customers in the region
This is basically all the areas of sales *** with the same thing to do, every day to visit the customers in the region to introduce the product-related content, in the customer need to carry out the product section will be The presentation will help customers to better understand the product.
At the same time through the visit to obtain key information and data, can help better analyze the market, such as understanding the recent trends of competing brands, the latest developments in the industry, the expert ecosystem of hot spots, etc.;
Anytime to understand the customer's various needs, including his personal needs, development needs, work needs, etc.;
In the visit object, the pharmaceutical field, the main visit can be a prescription product, the main visit to the customer's needs, the customer's needs, and the customer's needs.
In terms of who to visit, the pharmaceutical field mainly visits customers who can prescribe products, the field of consumables mainly visits the main surgeon who has the authority to use the products, the field of equipment mainly visits the director of the department and the hospital leadership to recommend configurations, provide solutions and so on;
Through the visits, timely treatment of customer objections to improve customer adhesion, and the establishment of a long-term and stable relationship with the customer.
2, product academic promotion mode
Medical system in each specific discipline in each year there will be large and small academic conferences, national, provincial, municipal, etc., in the peak of the annual academic conference, almost every weekend in the meeting.
The top experts in the field are very distressed, the same time, can only participate in one of the meetings, hate to have a shadow split out ......
Therefore, one of the major corporate marketing focus is to participate in academic conferences, through participation in the form of different, there are sessions of the total title, brand activities special, satellite will be expert lectures, booth product display and so on, to carry out product promotion.
But given the uneven quality of the actual benefits of participation in co-organized meetings, at this stage, the major manufacturers are focusing on the development of self-organized academic activities, academic salons, seminars, various types of observation, the organization of surgical classes, surgery-related competitions and so on.
With the popular Internet term, this kind of activity is equivalent to the development of major companies in their respective "private domain traffic", to create their own in the minds of customers "strong IP"
In addition to recent years based on the development of the mobile Internet, online meetings, online teaching and lecturing tools are becoming more and more mature, and many of the current academic meetings are also placed on the line, the application of the latest Internet technologies such as 5G to realize the activities of academic exchanges, and so on. Internet technology to realize the academic communication activities are also more and more.
03, medical device representatives vs. pharmaceutical representatives - different
1, follow the stage
and pharmaceutical representatives work involved in the content is different, the use of medical devices most of the products need to follow the stage support, according to the actual need for different products, the intensity of follow the stage will be different.
Like in the cardiac electrophysiology technical support positions, each cardiac radiofrequency ablation requires technical personnel to follow the stage, through the application of three-dimensional reconstruction marking system for accurate positioning, to determine the ablation target, and the main surgeon to complete the operation together;
Secondly, such as orthopedic spine, joints, traumas, and sports medicine and other surgeries, but also need to follow the stage of the personnel in strict accordance with the requirements of the principle of sterility, hand washing, trauma, and sports medicine, etc., prior to the operation. Before the surgery, they will wash their hands, disinfect and change into surgical gowns in strict accordance with the requirements of the principle of asepsis, guide the use of equipment and consumables during the surgery, and help to pass the tools and so on.
And in some other product areas, most of the product followers are to help clinicians and instrument nurses, traveling nurses to master the use of equipment or consumable products.
For example, the clinical promotion of the new products of major companies to try, formally enter the hospital after the use of these customers in the early stage of the use of the product, the great need for high-frequency surgical follow up, in order to help the customer to achieve a better effect of product use.
At the same time, the follow-up process is also a very good opportunity to better communicate with customers and enhance the cultivation of feelings.
2, dealer cooperation
With pharmaceutical sales is different, the medical device field sales link also involves dealers, in the daily work, the need to work with dealers *** with the cooperation, integration of their respective resources, so as to maximize the benefits of *** with the corresponding clinical customer needs.
In the field of consumables, due to the specific surgery in the required products are not the same, there are different models of size, when out of the new products, to fight for new products into the hospital is also a very important part of the work, which will also involve dealing with the hospital purchasing department;
In the field of equipment, manufacturers and the strength of the dealers with whom the cooperation is particularly important, usually each hospital has a few core suppliers, to buy equipment, the hospital has a few core suppliers, the hospital has a few core suppliers. suppliers, to buy equipment will let the core suppliers to operate.
3, travel
In the field of medicine, usually responsible for the market is more segmented, are fine-tuning the model, travel more is the company's internal training and accompanied by customers to participate in academic conferences.
And in the field of medical devices, especially in the equipment category, the frequency of travel can be said to be quite high, not only the weekend may need to accompany customers on business trips, Monday through Friday's workdays is the day of travel.
5 days are running outside, basically live in the hotel, the bag is full of travel necessary things, ID cards, electronic devices and chargers, umbrellas, cups of water, resting with earplugs and so on.
When traveling on business, you will look forward to going home every day, and after not traveling for a long time, you will feel uncomfortable ......