Three annual work summary of medical devices
Time flies, time is like an arrow, turn the eye of a year has passed, looking back at the past year, is a rich harvest of the year, now let us do a detailed summary of the past work. But how to write a summary of the work can be attractive, have you mastered it? The following is a 3-part annual work summary of medical equipment, for reference only, welcome to read.
The annual work summary of medical devices Part 1
First, the sales performance situation in the year of xx
XXDR1, XXCT one, ttDR one. Completely failed to meet expectations, the entire FY city VIP customers in the big equipment basically did not happen. The market can be described as dismal.
Second, a year's work
1, the meeting reception situation: Anhui District **** reception of 7 batches of customers; in particular, 2 national large-scale meetings, which overcame a lot of other work contact can not, unimaginable difficulties, under various pressures, better job, for the development of customer relations, made an important
2, personnel relations issues, for the company recruited 2 batches of 8 people, the company eventually left 6 people. Although there is no output for the time being, but from them, it is obvious to see the full progress, especially the enhancement of the sense of responsibility, the phase
I believe that in 13 years, they will use the actual action to create benefits for the company to prove themselves.
Third, the current sales work in the main problems
1, because of the first half of the cost of the poorer constraints, blindness is relatively large, resulting in the benefits and the company's interests have a negative impact. After a few times z total, h total, the accountant's point, I am in the cost of expenditure on strict requirements for their own, improve the rationality of the cost of expenditure and scientific, after the second half of the run has played a better effect. However, due to my big-picture view to grasp the overall level is not yet high, the cost control issues are not up to my intended purpose. For example, how to solve the problem because of how to grasp the customer's preferences, targeted selection of the most cost-effective gifts, because I prepare each time is relatively hasty, did not fully think about it, resulting in a lot of unnecessary waste. Next year, I will be well prepared, we must strictly control the expenditure of this piece, to maximize the benefits!
2, I very much want to take the opportunity to review and cited as an example, I hope that the majority of new employees can be through my example, do not take a detour in the future, that is, in the company to provide any written documents, it must be rigorous review, especially on the contract, even if it is a word by word to see, but also to determine the accuracy of his. Because, especially on the numbers, a decimal point error. The company will bear huge additional costs, an optional software additions, the hospital did not take care of people will be catty-corner from us, the company will also bear additional huge expenditures. I summarized, need to look carefully is the first step, the second step, do not understand do not know, the first time to ask, the first time to solve the problem, mark, never take the error out of the company.
Fourth, I analyze the reasons for this situation are the following:
A, the impact of the environment, Anhui medical reform, expressly prohibit the procurement of any large-scale medical equipment. There is no way to control, resulting in a lot of orders aborted, not according to plan.
B, for VIP customers, the competition is becoming increasingly fierce, a number of do medicine companies to enter; because of its perennial and hospital partnerships, low operating costs, relatively speaking, in reporting and effect is high, which is the impact of my company's higher level of sales can not be ignored.
C. Social relations are not enough to attract customers. We all know very well that strong social relations, there are strong products, strong companies, no doubt can occupy a favorable position in the competitive process. Due to the lack of social relations, will undoubtedly increase the cost of sales, especially for Philips, Toshiba, such as each single is like a thief but can firmly control the hospital competitors.
D. Lack of planning on project input. My input to the project, the lack of necessary pre-analysis and judgment and the process of all aspects of the grasp, often progressing to the late project, found a number of problems, such as not according to the error to implement, it will be abandoned, resulting in such a difficult situation. And some of the real need to invest in the project instead of a lack of funds and energy to invest. I have not been able to be very accurate in my grasp of business expenses, but at least I need to make a decision after a more comprehensive consideration.
Fifth, the team's problems:
1, the supervisor and subordinates lack of communication, the company's decision-making intentions are difficult for the majority of employees to fully understand the staff of the company's difficulties, the Office of the difficulty of the underestimation of the management of the misalignment.
2, the failure of the project did not do an in-depth summary, a businessman made a mistake, repeated mistakes in another businessman. Reflect the role of the company's team.
3, the analysis of competitors is not much, limited to individual projects, individual salesmen reflect. Few opportunities to collectively study rival strategies and rival products.
3, the salesman working alone. For a regional business development is too dependent on the ability of a salesman. That is to say, a salesman's business level is a regional market development level. In the company's new colleagues more than the status quo, the formation of the market development of a strong situation.
4, weak sense of learning, failed to form a good learning atmosphere, the level of technology does not represent the company's professional and technical level.
5, the loss of business personnel, recruitment difficulties, affecting the company's regional and performance stability.
6, for the operation of large projects is not enough experience, the company's overall resources have not been fully utilized.
I put these problems plaguing the team and individual sales work today, is not good. After a year of this, we have experienced a cutting pain pain, we must be down-to-earth approach to seek our future development path.
Six, next year and into the future plans and organization and implementation of measures.
Next year, that is, the company's sales performance indicators for the year xx are as follows. Next year's target of 10 million, next year's bottom line target of 8 million.
The indicator is raised, we will feel high, but this is the market form forced. The fierce market competition has forced us to this point, to reach the point of last year's profit before the year, the only way to focus on specializing in the road up, we must give full play to the advantages of the brand and sales force to improve the total number of orders, market share. Expand to maintain or improve the profit level of the company's sales system. To this end, next year, my central task when it is: specializing in orders VIP customers 3 to 5, distribution awareness and looking for work must be strengthened.
In the past, our company is like a carriage, a variety of resources is like a horse pulling the carriage, the weight on the carriage is not too heavy, but the horse pulling the carriage for the immediate benefit of a little bit, pulling in all directions. As a result, the car can only walk slowly in one direction and then in another direction, and it does not advance much after walking for half a day. Today, we are facing such a fierce competitive environment, what we have to do is undoubtedly to clarify the direction of the carriage, drive each horse in one direction, and at the same time, reasonably load the amount of weight, so that the carriage can run up lightly. Sharpening the knife is not a good idea.
Through the analysis of the orders in xx, our direct sales occupy 90% of the company's sales. This means that the company's characteristic type is not enough to attract every customer's effect, here we do not analyze for the time being, is the price reason? Quality reasons? Or is it the sales method that generates the reason? But at least we can see that the GE brand effect, as well as a strong sales force, the two play a role should be the main. How to more effectively play the power of the sales network and improve the GE brand effect, is our next year's total performance to a higher level, the key to the successful completion of the sales plan. Scale sales is not unilaterally through a simple increase in the number of people or increase in the region to achieve, but through the organic grasp of the market, brand, personnel and the number and quality of pinch together, the formation of strong sales to achieve.
To achieve this effect, we must first solve the problem of the previously mentioned salesman fighting alone. Salesman fighting alone, the development of our secondary market has a great impact. Salesmen working alone is equal to disorganization, the result is a lack of cooperation between the different capabilities of the salesman, can not make full use of their respective strengths of the salesman's ability. The lack of coordination between salesmen in different markets makes the market artificially divided and makes it difficult to form a unified market. At the same time, it is also very likely to cause friction between neighboring markets for reasons of interest. Once a market is firmly marked with a salesman's personal seal, its potential will be limited by the salesman's ability. Another danger of one-man operation is to emphasize the role of individual salesman and dilute the role of group of salesmen. Individual strength is always limited, if we are not able to organize the salesman as a group to play a role, it means a lack of explosive force in the business work, the formation of strong sales, whether we can occupy the market for a long time has a great impact. So in next year's market decomposition, we hope that the organic decomposition, taking full account of the different markets and mutual cooperation between salesmen, especially for the development of the secondary market, the marketing department and the manager must play an effective role in organizing and coordinating, so that the team operates at high speed and effectively, give full play to the "1 + 1 > 2 "
This is the first time I've ever seen a team in the world that has been in the business.
Need other aspects of the company's support work. Next year's work task is arduous, to do a lot of things, to complete the sales plan is not to rely on the grasp of a sales system can do. Previously
We spoke to the "many horses to a direction of force" concept, is the hope that the company's top decision makers, determination, the flag to this one inserted, various departments, all the way soldiers and horses no longer left and right, looking forward and backward, but all together forward, forward and backward, and do not complete the task will not stop. To do all this by what? By virtue of our team!
Annual summary of medical devices Part 2Medical devices are instruments, equipment, apparatus, in vitro diagnostic reagents and calibrators, materials and other similar or related items used directly or indirectly for the human body. Below I have edited and organized a year-end summary about medical device sales, I hope it will be helpful to you.
After a year of hard work, and in the marketing department and the strong support of the managers to cooperate, has made great progress. Here I represent the company's Anhui sales to fight in the sales of the first line of business personnel, managers, bosses to express my heartfelt thanks and the most sincere greetings: you have worked hard! At the same time to give our sales system with strong support for the marketing department, finance, front office and so on to express my heartfelt thanks.
Looking back to 20xx, we are committed to Anhui customer relations on the potential to increase efficiency, and take the initiative to create a benefit-centered VIP customers, during which we have achieved the greatest success is the sales system from the inside to the outside of the sense of interest, sense of responsibility has increased. However, under the influence of the general environment and policies of the health care reform in Anhui, did not get a good report, it can be said, over the very difficult this year.
I. 20xx sales performance situation
XX DR1, XX CT one, tt DR one. Completely failed to meet expectations, the entire FY city VIP customers in the big equipment basically did not happen. The market can be described as dismal.
Second, a year's work
1, the meeting reception situation: Anhui District **** reception of 7 batches of customers; in particular, 2 national large-scale conference, which overcame a lot of other work contact can not, unimaginable difficulties, under various pressures, better completion of the work, for the development of customer relations, made an important
2, personnel relations issues, for the company recruited 2 batches of 8 people, the company eventually left 6 people. Although there is no output for the time being, but from them, it is obvious to see the full progress, especially the enhancement of the sense of responsibility, I believe that in 13 years, they will use practical action to create benefits for the company to prove themselves.
Third, the current sales work in the main problems
1, because of the first half of the cost of the poor constraints, blindness is relatively large, resulting in the benefits and the company's interests have a negative impact. After a few times z total, h total, the accountant's point, I am in the cost of expenditure on strict requirements for their own, improve the rationality of the cost of expenditure and scientific, after the second half of the run has played a better effect. However, due to my big-picture view to grasp the overall level is not yet high, the cost control issues are not up to my intended purpose. For example, how to solve the problem because of how to grasp the customer's preferences, targeted selection of the most cost-effective gifts, because I prepare each time is relatively hasty, did not fully think about it, resulting in a lot of unnecessary waste. Next year, I will be well prepared, we must strictly control the expenditure of this piece, to maximize the benefits!
2, I very much want to take the opportunity to review and cited as an example, I hope that the majority of new employees can be through my example, do not take a detour in the future, that is, in the company to provide any written documents, it must be rigorous review, especially on the contract, even if it is a word by word to see, but also to determine the accuracy of his. Because, especially on the numbers, a decimal point error. The company will bear huge additional costs, an optional software additions, the hospital did not take care of people will be catty with us, the company will also bear additional huge expenses. I summarized, need to look carefully is the first step, the second step, do not understand do not know, the first time to ask, the first time to solve the problem, mark, never take the error out of the company.
I analyze the reasons for this situation are the following:
A, the impact of the environment, Anhui medical reform, expressly prohibit the procurement of any large-scale medical equipment. There is no way to control, resulting in a lot of orders aborted, not according to plan.
B, for VIP customers, the competition is becoming increasingly fierce, a number of do medicine companies to enter; because of its perennial and hospital partnerships, low operating costs, relatively speaking, in reporting and effect is high, which is the impact of my company's higher level of sales can not be ignored.
C. Social relations are not enough to attract customers. We all know very well that strong social relations, there are strong products, strong companies, no doubt can occupy a favorable position in the competitive process. Due to the lack of social relations, will undoubtedly increase the cost of sales, especially for Philips, Toshiba, such as each single is like a thief but can firmly control the hospital competitors.
D. Lack of planning on project input. I invested in the project, the lack of necessary pre-analysis and judgment and the process of all aspects of the grasp, often progressing to the late project, found that many of the problems, such as not according to the error to implement, it will be abandoned, resulting in such a difficult situation. And some of the real need to invest in the project instead of a lack of funds and energy to invest. I have not been able to be very accurate in my grasp of business expenses, but at least I need to make a decision after a more comprehensive consideration.
Third, the team's problems:
1, the supervisor and subordinates lack of communication, the company's decision-making intentions are difficult for the majority of employees to fully understand the staff of the company's difficulties, the Office of the difficulty of the estimation of insufficient, resulting in the management of the misalignment.
2, the failure of the project did not do an in-depth summary, a businessman made a mistake, repeated mistakes in another businessman. Reflect the role of the company's team.
3, the analysis of competitors is not much, limited to individual projects, individual salesmen reflect. Few opportunities to collectively study rival strategies and rival products.
3, the salesman working alone. For a regional business development is too dependent on the ability of a salesman. That is to say, a salesman's business level is a regional market development level. In the company's new colleagues more than the status quo, the formation of the market development of a strong situation.
4, learning to recognize the weakness of the failure to form a good learning atmosphere, the level of technology does not represent the company's professional and technical level.
5, the loss of business personnel, recruitment difficulties, affecting the company's regional and performance stability.
6, for the operation of large projects is not enough experience, the company's overall resources have not been fully utilized.
I put these problems plaguing the team and individual sales work today, is not good. After this year, we have experienced the pain in the skin, we must be down-to-earth approach to doing things to seek our future development path.
Four, next year and into the future plans and organization and implementation of measures.
Next year, that is, 20xx company sales performance indicators are as follows. Next year's target of 10 million, next year's guaranteed target of 8 million.
The indicator is raised, we will feel high, but this is the market form forced. The fierce market competition has forced us to this point, to reach the point of last year's profits before the year, the only way to go focus on the road up, we must give full play to the advantages of the brand and sales force to improve the total number of orders, the expansion of market share to maintain or improve the level of profitability of the company's sales system. To this end, next year, my central task when it is: specializing in orders VIP customers 3 to 5, distribution awareness and search for work must be strengthened.
In the past, our company is like a carriage, a variety of resources is like a horse pulling the carriage, the weight of the carriage is not too heavy, but the horse pulling the carriage for the immediate benefit of a little bit, pulling in all directions. As a result, the car can only walk slowly in one direction and then in another direction, and it does not advance much after walking for half a day. Today, we are facing such a fierce competitive environment, what we have to do is undoubtedly to clarify the direction of the carriage, drive each horse in one direction, and at the same time, reasonably load the amount of weight, so that the carriage can run lightly and quickly. Sharpening the knives
By analyzing the orders in 20xx, our direct sales occupy 90% of the company's sales. This means that the company's characteristic type is not enough to attract every customer, here we do not analyze for the time being, is the price point reasons? Quality reasons? Or is it the reason for the sales method? But at least we can see that the GE brand effect, as well as a strong sales force, the two play a role should be the main. How to more effectively play the power of the sales network and improve the GE brand effect, is our next year's total performance to a higher level, the key to the successful completion of the sales plan. Scope of sales is not unilaterally through a simple increase in the number of people or increase in the region to achieve, but through the organic grasp of the market, brand, personnel and the number of people, the quality of the pinch together, the formation of strong sales to achieve.
To achieve this effect, we must first solve the problem of the previously mentioned salesman fighting alone. Salesman fighting alone, the development of our secondary market has a great impact. Salesmen working alone is equal to disorganization, the result is a lack of cooperation between the different capabilities of the salesman, can not make full use of their respective strengths of the salesman's ability. The lack of coordination between salesmen in different markets makes the market artificially divided and makes it difficult to form a unified large market. At the same time, it is also very likely to cause friction between neighboring markets for reasons of interest. Once a market is firmly marked with a salesman's personal seal, its potential will be limited by the salesman's ability. Another danger of one-man operation is to emphasize the role of individual salesman and dilute the role of group of salesmen. Individual strength is always limited, if we are not able to organize the salesman as a group to play a role, it means a lack of explosive force in the business work, the formation of strong sales, whether we can occupy the market for a long time has a great impact. So in next year's market decomposition, we hope that the organic decomposition, taking full account of the different markets with each other as well as the mutual cooperation between salesmen, especially for the development of the secondary market, the marketing department and the manager must play an effective role in organizing and coordinating, so that the team operates at high speed and effectively, give full play to the "1+1>2 "The role of.
Need other aspects of the company's support work. Next year's work task is arduous, to do a lot of things, to complete the sales plan is not to rely on the grasp of a sales system can do. Earlier we talked about to "more horses to a direction of force" concept, is the hope that the company's top decision makers, determination, the flag to this one inserted, various departments, all the way soldiers and horses are no longer left and right, looking forward and backward, but all together forward, forward and backward, and do not complete the task will not stop. To do all this by what? By virtue of our team!
Medical equipment annual work summary Part 3XX year has passed, ushered in a brand new XX year, review this year, in the leadership of the support and their efforts, in line with the "consolidation of advantages, steady development" principle, a year to do the following points:
In this year, I strictly abide by the hospital and the department's rules and regulations, all of which are the same as those of the hospital. I am basically on call for the maintenance of the instruments of the various departments, I conscientiously repair, for the work that can not be repaired, timely report to the department.
In the work I insist on learning, and constantly improve their comprehensive quality level, work ability, expand their knowledge, participate in all can participate in the work of medicine-related exams, but also to learn computer knowledge, and combined with their actual work, seriously learn mechanical and electronic maintenance knowledge, and humbly to the side of the comrades to ask for advice, through the look, listen, think, do constantly improve their ability to work, and strive to make themselves qualified pharmacists. Strive to make himself a qualified pharmacy and medical equipment maintenance staff. At the same time, the use of spare time to study medical laws and regulations, rules and regulations, to do a law-abiding pharmacy staff.
But there are also many shortcomings in the work, mainly in the usual work of lazy, the maintenance of various departments sometimes appear to shirk the phenomenon of some work perfunctorily, not very seriously to complete. On the hospital and departmental arrangement of learning sometimes can not stick to the end, there is the phenomenon of halfway. Sometimes on the hospital and department of some work system can not stick to the end, not according to the procedures, there is the existence of individualism. Advantages of the work, change their work in the bad phenomenon, closely united in the hospital, the section of the leadership of the two levels around, unite comrades, do their part of the work, while strengthening the political, business and work ability to learn, and conscientiously complete the hospital and the section of the learning content of the arrangement, so that their ability to work and business knowledge has been very good to improve.
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