A. Climbing the stairs of the representative. This kind of representative has a positive work attitude, in the time to invest, but the work environment and work habits of the object do not understand, the sensitivity of the relevant information is poor, in order to complete the company's requirements of 15 or other number of visits to the mechanical visit, in order to find the target doctor and tired of running around, but the results are very little. I once co-visited a representative, a morning four hours to visit three hospitals, nearly two hours spent on the road, the total **** to see four target doctors, such work time and visit line arrangement, inefficiency is inevitable.
Two. Say hello to the representative. This type of representative of the work of planning and purpose is poor, did not formulate a detailed visit plan in advance, the 4w is completely unaware of, when and where to see who and why the purpose is not clear, just to see the doctor and see the doctor; visit to the customer's slapdash, each time are routine pleasantries, up to one or two sentences of "more support", mixed with a doctor! Familiar face, but the doctor only on the company, the product, the representative has a vague impression, the relationship is not close to the embarrassing situation, the consequences of which is always hovering in the low level of prescription volume and not to enhance.
Three. Firefighter-type representatives. This type of representative in the customer base in the interpersonal relationship is generally better, easy to win a good reputation, the customer's requirements are generally responsive, busy all day running between the hospital to help doctors solve various problems. In the fire-fighting process, ignoring the positive, proactive communication, simply rely on * action to win uncertain sales, the result is that the team's own area of hospital output is not sure of the grasp of the customer invariably raises the requirements and appetite, so that their own sales volume work is difficult.
Four, street mom-style representatives.
Mostly women, greedy for small profits, to make right and wrong, stirring up the relationship between customers,
Take the chicken feather as an arrow, rattling up and down,
She / he also tends to maliciously attack competitors.
Beginning customers also when she / he is a matter of fact, a long time to make the customer disgusted, far away.
Fifth, the representative of the complaining type
In the internship time I am a typical complaining type, I to their own treatment, pressure, vulnerability, often to the doctor complaining, is a little bit of effect, the doctor sympathizes with you, will prescribe some of your medication, but the time on the doctor on the annoyance.
Six, not thinking about how to say goodbye to the "representative" of the representative.
Oh~~~~don't get me wrong, "farewell" is not to do a day of the monk hit a day of the bell and ah, in its place, we have to seek its political ah. Rather, we are thinking about our life can not always be old in the representative of the class nesting it, it can be too depressing, how also have to make a "dragon dance phoenix" plan, with three years and five years, to stand in what position. In this way, not only can we quench our thirst for plums, but also not to represent the road to go muddled. Heh!
Seven: the representatives of the view of no plan, today do not know what to do tomorrow
Eight: no understanding of the representatives of the customer finished the previous sentence, he did not know to take the next sentence
Nine: no understanding of the representatives of, and will always be an errand boy
Ten: the representatives of the regional view of the overall situation, the time and resources can not be reasonably allocated
The representatives of the regional view of the global situation, time and resources can not be reasonably allocated
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