How to do a good job of medical supplies sales process and skills:
One, before sales to understand the customer's organizational structure and work procedures, clarify the work of the work of instantaneous and work priorities.
Organizational structure: hospitals applying for procurement department is to use the department or the use of people; application methods have oral requirements or written submissions, fill out the procurement application, the decision-making department is the president or the president of the Council. The decision-making department is the dean or the dean's council. The executive department is the department of equipment, and a few departments carry out their own straw dogs and report to the department of equipment.
Procurement procedures: the amount of supplies being used, the user to make plans, reported to the Department of Instrumentation procurement. After the dean's approval for use. Routine use of small equipment purchases by the department to do consumption plan, the purchase of Paul equipment section.
The basic model of sales:
Block diagram
Steps: First, visit the department, followed by a number of consecutive visits to the director.
Visit the dean
Visit the chief of equipment, and business negotiations (Note: Do not use the director or the dean to pressure the chief. The relationship between the section chief and the dean is extraordinary, the section chief knows the practice of each single, accounting for 20% of the role in the overall sales)
Third, the work of the law:
Sales is a reasonable allocation of the interests of the seller and the customer to maximize the benefits
Sales process is always respectful of the customer and the interests of the customer
Sales process needs to be pragmatic<
Sales is a teamwork under the personal responsibility
Sales process unified expression of the company's values, services and commitments
Medical device sales is a personal-oriented long-distance visit, the need for "discreet" and exclusive visits, to win the respect of customers
Corporate engagements
.Four, must have the skills and qualities
Professional salesman is not necessarily the best, but the best salesman must be professional.
Honestly do, down to earth