First of all, visit the director of the clinical department. In the visit can be pre-collected information to visit; can also visit the director directly to get first-hand information. Visiting the director will take up most of our working time, is a continuous multiple visits. In the visit should be planned, targeted, and to control the rhythm. Each visit back to make a good record, each visit before the last visit to make a good record according to the visit to plan and prepare for this visit.
The purpose of the first stage of the visit to the director: 1) to introduce him to the products, services, the company and the individual salesman; 2) to understand the relevant procedures and rules of the hospital and the director's personal information; 3) factors affecting the follow-up work.
The purpose of the second stage of visiting the director: 1) bill of lading visit; 2) specific details of the planning and negotiation; 3) to help the director write a report on the purchase application; 4) to listen to his suggestions for the later work and the customary practices of the relevant leaders.
The third phase of the visit; when the application report submitted to the dean or device section, the director of the first phase of the work is over, but not careless. This time should ensure that the director and you are on the same front, *** with the fight against competitors and hospital decision makers, so the necessary respect and communication is often carried out. If the tender, the director will undertake the evaluation of the tender in the presentation and decision-making, so the director's work is always to do. Even if the contract is closed, the director has to be visited after the sale so that he can be a window of publicity. The director of the section is the person who leads the door, accounting for 30-50% of the role in sales.
Step 2: Dean's visit
Dean or sub-director of the dean, the purchase of medical equipment has the final decision-making power. Therefore, the director's report to the dean, you need to start the dean's visit. In fact, you can also contact the dean once before, to say hello beforehand, you can pave the way for the later visit. There is a trap here, a little inattention will occur irreparable failure. Some hospitals are in charge of the dean, but in charge of the dean can not be independent decision-making is that we must visit the dean before from the director of the equipment section there or there. If the sub-dean can not manage and visit, then the dean may veto your project because of personal factors. If the dean doesn't care and ignores the sub-dean, you will also fail. After learning the right information, talk to the dean from the point of view of the project can be how much benefit, what time to pay back the cost, how much profit? After all this is said and done, it is necessary to inquire about some personal needs and give a clear and implementable program. Dean is usually very busy, words should be concise, things should be done. The dean of 40-50% of the role in sales, do a good job, the dean will instruct the device section to contact you.
Step 3: the head of the equipment section visit
In the whole process, the head of the equipment section appears to be a little weaker. But the chief of equipment can't make things happen but can be bad, even 100% bad or kill the price or to service and other difficulties. So this link is very important. Instrumentation section chief first of all to audit the qualification of the instrument, all the documents and materials should be submitted in accordance with the "Medical Devices Supervision and Administration Regulations". The head of the device section is responsible for business negotiations, he may not understand the machine, but understand the business requirements of the terms of service, etc., the salesman in full accordance with the company's unified service commitment to the expression of special requirements decided by the leadership of the company. Instrumentation section chief is responsible for negotiating prices, but what he talks about is not the final price; many deans will be inserted at the end of the price negotiation, the need to give face to the dean. The salesman, for one, must plan and perform well on the price gradient, and must do more than ask for permission. Contracts and other details to instrument section chief to check the implementation of the. So need to do a good job in advance of the section chief. Installation acceptance and payback is also the responsibility of the equipment section chief.
In the whole process of visiting, the section chief should be the same respect, never take the director or dean to pressure the section chief. The relationship between the section chief and the dean is extraordinary, the section chief has the dean's information there; the section chief knows how to make each single, if he helps you, you will be successful. Section chief in the whole sales of 20% of the role. Special circumstances account for 50%.