Medical representatives should do the first time to the hospital

The hospital is like a mountain, come to the mountain, the first thing to know is what is the overall outline of the mountain? The pharmaceutical sales staff is facing a hospital, only a clear grasp of the hospital's structure, the composition of the staff and the composition of the patients, in order to successfully sell pharmaceutical products. 1. The structure of the hospital The structure of each hospital is basically similar. First of all, the president, under the president of the party secretary, there are a lot of business vice president, they are in charge of different matters, generally have a special division of drugs vice president, a management of clinical vice president, etc.; each hospital is divided into many departments, can be divided into four major categories, that is: clinical departments, medical technology departments, administrative departments and logistics departments. For example, clinical departments are internal medicine, surgery, gynecology, etc., and administrative departments are medical department, finance department, science education department, records management department, medical insurance office, hospital office, nursing department, etc., and medical technology departments are pharmacy, laboratory, radiology, instrumentation, etc.; logistic departments are security department, catering department, logistics department and so on. Clinical departments and pharmacy departments are important for pharmaceutical salespeople who do clinical promotion. In the clinical department of surgery can also be divided into general surgery, cardiac surgery, thoracic surgery, neurosurgery, urology, hepatobiliary surgery, burns, etc.; internal medicine can be divided into cardiology, endocrinology, respiratory medicine, gastroenterology, nephrology, rheumatology and immunology, hematology and so on. 2. The composition of the hospital The basic structure of the hospital is composed of personnel with different professional knowledge, first of all, the president, medical sales director should always visit the president, followed by the vice president, pharmacists, doctors, administrative staff, in addition to **, ** can also provide a lot of information on the medical side of the party. 3. The composition of the patient The ultimate purchaser of pharmaceutical products is the patient, so into a hospital, the first thing to be clear about the composition of the hospital patients, is a specialty or comprehensive? It has no self-funded patients, or medical insurance patients, what percentage of each? According to the place of consultation can be divided into inpatient and outpatient patients; according to the source of patients can be divided into foreign and local patients. By understanding the composition of the hospital's patients, you can selectively determine your sales target population. SELF-INSPECTION Do you understand the composition of hospital personnel? Please fill in the following positions of hospital personnel. The hospital's medication intake process After understanding the overall structure and composition of the hospital, the next step is to understand the medication intake process. Each hospital has its own process for getting medication, and you can learn more about this process from the following aspects. 1, the function of the Pharmacy Department Pharmacy Department in the main hospital functions are three: ① for the clinical quality of drugs, ② responsible for clinical pharmacology work; ③ clinical departments with the distribution of drugs. Pharmacy is a logistics center of the hospital, from the monitoring of clinical medication, pharmacology to the final logistics of the distribution of the functions of the Pharmacy Department. 2. Staff structure and duties of the pharmacy department The pharmacy department is composed of the director of the pharmacy department, purchasing, warehouse supervisor, outpatient pharmacy supervisor. The main functions of the director of the Pharmacy Department are: ① responsible for the selection of drugs, whether or not to enter the drug, into which drug plays a pivotal role; ② drug quality management, whether the quality of drugs to meet the standards of GMP, which require the director of the Department of Pharmacy to personally and strictly check. Purchasing personnel are mainly responsible for liaison with pharmaceutical companies, and choose one or two pharmaceutical companies as suppliers. The storehouse supervisor is responsible for the management of medicines in the western medicine store or Chinese medicine store, and records all incoming and outgoing medicines and the flow of medicines. Outpatient pharmacy supervisor is mainly responsible for the management of outpatient pharmacy drugs, for the pharmacy to receive drugs, into the shelves, the issuance of drugs and other matters 3. hospitals into the drug, the principle of drug selection Each hospital has its own into the drug and drug selection principles: ① some of the major significance of the innovation of the drug, the hospital will give priority to the selection of innovative products means that with the new treatment; ② the same type of drugs must be to maintain a reasonable number of similar varieties, new varieties of drugs must be to keep a reasonable number of similar varieties of drugs. varieties, the new varieties must have significant advantages over the old varieties, at least one variety of each dosage form should be retained; generic drugs in terms of quality and reliability, reasonable price conditions, the original development plant and generic each choose one; OTC drugs can basically meet the needs of the varieties should not be too much; a lot of large hospitals will not enter the elimination of varieties or more slow-moving varieties. 4 new drugs into the drug program In mastering the principles of each hospital into the drug or drug selection, the next need to understand in detail is to enter the drug program. The following is a common procedure adopted by the hospital drug: ① clinical director according to the clinical needs of the drug, to the pharmacy department to apply for drugs. Generally by a more important and influential clinical pharmacy director bill; ② through the Pharmacist Committee, the Pharmacist Committee members are mainly the president, the director of the Pharmacy Department, as well as the director of the relevant departments; ③ through the discussion of the Pharmacist Committee, the director of the Pharmacy Department will issue a purchase notice, the purchase will be in accordance with the instructions of the director of the Pharmacy Department and the relevant pharmaceutical companies to contact the purchase of medicines. This is the most common way of purchasing drugs for clinical use. In this process, the first thing to do is to let the clinical director recognize your products before applying to the pharmacy department; the next step is to do the work of the pharmacy department to obtain the recognition of the director of the pharmacy department, and then the recognition of the director in charge of the business dean. 5. Special feeding procedures Because not every drug follows an identical feeding procedure, there are special feeding procedures in addition to the regular feeding procedures. Commonly, there are some special ways to purchase drugs: emergency purchasing and allocation, temporary purchasing, scientific research into the drug. In the special drug procedures, pharmaceutical sales executives need to pay attention to the following people: first of all, the president, if the president is very recognized by a certain drug, the possibility of this drug into the hospital; secondly, the director of the pharmacy department, clinical experts, if a very influential experts in the country strongly recommended a certain drug, then the possibility of this drug into the hospital; and then the clinical and scientific research department of the experts, this time you can apply in the name of scientific research to the hospital. Then there are the experts in the clinical and scientific research department, who can apply for drugs in the name of scientific research. Emergency purchasing means that according to the needs of clinical diseases, the doctor submits an application, which is approved by the director in charge, and the purchasing office directly buys drugs from pharmaceutical companies, manufacturers or other hospitals for clinical use without discussion by the pharmacy committee. This situation is usually more common in times of emergency or surgery, or when a major political influencer is present. At such times, the director of the emergency department or ICU has more weight to speak. Generally speaking, the hospital's management of emergency drugs is relatively loose, and it is more likely that the emergency department or ICU will be able to fulfill the application for drugs. Temporary procurement refers to the temporary purchase of a small amount of drugs according to the needs of clinical use of drugs, as a clinical emergency or temporary need to use. This is usually the case when the director of the clinical department with certain influence in the hospital agrees to purchase the drugs without going through the pharmacy department directly by the vice president or president in charge of the drugs, but the amount is generally not very large, and the clinic has to ensure that the drugs will be used up within a certain period of time. Scientific research into drugs, refers to some scientific research ability of the hospital or as a national clinical pharmacology base of the hospital, according to the needs of clinical research, to the pharmaceutical company directed procurement, for clinical research trials procurement method. This is mainly for new drugs, or new uses of old drugs, by the participation or organization of scientific research of clinical experts, the director of the application, approved by the Department of Medical or Scientific Research, the Hospital Ethics Committee approval (may not), the Pharmacy Department directed to purchase exclusively for the experimental or scientific research projects. Special drug purchase, generally more difficult to take down the hospital, in the case of its regional sales have a certain impact, to take a special way of drug purchase, to achieve the purpose of clinical use of drugs. In this case, the importation of drugs, for the high price of uncommon drugs is more effective. Part of the drugs in a temporary way, many times a small amount of drugs, but also to meet the clinical needs of drugs; there are also some drugs can be based on the needs of the company or manufacturer, for promotional scientific research, which is generally used in clinical research fees to support the clinical use of drugs. 6. Drugs computerized information system registration Purchasing staff will be stocked after the drugs need to do is: ① computerized information system registration; ② require the departmental pharmacy, outpatient pharmacy, emergency pharmacy, etc. to carry out the pickup, so that the drugs are distributed into the small pharmacy, into the regular hospital sales channels. The supply chain of medicines in hospitals The supply chain of medicines in hospitals includes: firstly, the supervisor of each pharmacy (outpatient, emergency, ward, etc.) has to fill in the medication receipt form, and then give it to the supervisor of the pharmacy, who will take the medicines from the pharmacy and issue them to each pharmacy. However, the final distribution of medicines is based on the prescription given by the clinician. All these aspects should be clearly grasped by the pharmaceutical sales executive. In the end, your main thing is to do the doctor's work , if your company or individual has money can use money to smash If not so much development costs, then you can only use your own feelings to PR In fact, do medicine is very simple to eat, go to the doctor's home to visit the door Clinical costs on these things can do well Go to try it Wish you success If you do not understand and then ask me I do more than five years of medicine