Instrumentation Section 2023 Work Summary Article 1
Unconsciously, 2022 is nearing the end, join _ Real Estate Development Co. Ltd. company has been the majority of the half year, this short half of the year to learn the work, I know a lot of knowledge and experience. _ is an extraordinary year of real estate, the more in such a difficult market environment, the more we can exercise our business capacity, but also let their own life experience an excitement, a joy, a sadness, the most important thing is to increase the experience of a life. It can be said that from a real estate "know nothing" of the outsiders, this six-month period of time, the amount of harvest, thank you to the company's leadership and every colleague's help and guidance, and now can independently complete the work of this year's work to do the following aspects of the summary.
First, learning
Learning, never-ending, this is my life in the first official job, the previous student era did some part-time sales work, thought it looks like and real estate related, in fact, my knowledge of real estate is not a very good understanding of the knowledge, or even can be said to know nothing. When I came to this project, for the new environment, new things are relatively unfamiliar, in the company's leadership to help me quickly understand the nature of the company and the real estate market, through the hard work of learning to understand the real connotation of the real estate adviser as well as the responsibility, and y like the work, but also realize that their choice is right.
Second, the mentality
Just into the company, we began half a month of systematic training, began to feel a little bored and even boring. But after a period of time, looking back at these contents really have a different feeling. Feeling that ours is really a rich harvest. The state of mind is also getting calmer and more mature. Under the patient guidance and help of the company's leadership, I gradually understand that the mindset determines everything. Think about working in the sales line, the deepest feeling is that it is important to maintain a good state of mind, because we face all kinds of people and things every day, to learn to control their emotions, to a smooth, tolerant, positive state of mind to face work and life.
Third, professional knowledge and skills
In the training of professional knowledge and sales skills of the time, due to the first contact with this type of knowledge, such as knowledge of construction, so feel very boring, every day will continue to recite, and each other to rehearse, due to the face of the assessment, I have to work hard. Finally, I was able to get the job done, from answering the phone to the customer's unpreparedness to the present comfortable, which fully proved how important these are. At that time, I did feel bitter and tired, and now look back and think about it, progress to overcome the greatest difficulties is their own, although at that time bitter and tired, we do not still insist on it? Of course, this growth is closely related to the company's leadership to help care, so the work atmosphere is also an important reason for my progress. After work I will go to learn some real-time real estate expertise and skills, so as to keep up with the times, will not be eliminated by the times.
Fourth, the details determine success or failure
From the first phone call to customers, all the address, telephone etiquette should be done. Visiting customers, from an inconspicuous action to the most basic courtesy, everywhere does not reveal the image of the company, are in the details. Seemingly simple work, in fact, more need to be careful and patient, in the whole work, whether the supervisor emphasized or provide all kinds of information, in short, let us from rusty to skilled. In the usual work, the two specialists also gave me a lot of advice and help, in a timely manner to solve a problem, from all the unprepared to be at ease, are one by one footprints out of the premise of these advances covers our efforts and heartache. Sometimes lack of patience, for some of the more problems or speak more impulsive customers tend to be tit for tat. In fact, for this kind of customers may be used in a roundabout way, or to soften the way more effective, so, in the future, to curb the temper, increase patience, so that customers feel more intimate, will have more trust. Not enough concern for the customer. There are some customers, the need for salespeople's concern at all times, otherwise, they may have problems will not look for you to ask, but to find someone else to inquire about their own or their own blind thinking, so that we will lose the initiative on his deal. Therefore, in the future, I want to strengthen the contact with customers, when the concern, through the inquiry to draw out the problems in their hearts, and then politely solve the problem, so that not only can grasp the first opportunity to manipulate the overall situation, but also increase the feelings between customers, increase the chances of customer with.
Fifth, look to the future
2022 this year is the most meaningful and most valuable and most rewarding year, but no matter how wonderful, he has been yesterday it is about to become history. In the future in the days to come, I will be in the high quality on the basis of more to strengthen their professional knowledge and professional skills, in addition to a broad understanding of the dynamics of the entire real estate market, walk in the forefront of the market,. As the saying goes, "the customer is God", it is my duty to receive visits and incoming calls from customers to establish a good image of the company in the customer's mind. I am very satisfied with the working environment here, and the care of the leadership as well as the continuous improvement of the working conditions have given me the motivation to work. The friendship and care between coworkers as well as collaboration and mutual assistance give me a sense of comfort and solidity in my work. So I will also do my best to do my job, so that I have more gains at the same time also make myself stronger. In short, in this short six months of work time, although I have made a little progress and achievements, but from the leadership of the requirements there is still a gap.
Six, the plan
Summarize the work of the year, their work still has many problems and shortcomings in the work methods and skills to be learned from other businessmen and peers, 2022 I plan to work in last year's work gains and losses on the basis of the strengths and weaknesses, focus on the following aspects of work:
(a), based on the 2022 sales and market changes, I plan to focus on work:
(a). market changes, they plan to focus their work on the middle key class customer groups.
(b), for the lack of purchasing power in the customer base, looking for strong customers to expand sales channels.
(c), in order to actively cooperate with other sales staff and staff, to do a good job of sales publicity momentum.
(d), their own business at the same time plan to seriously study business knowledge, skills and sales practices to improve their theoretical knowledge, and strive to continuously improve their overall quality, and lay the foundation of human resources for the redevelopment of the enterprise.
(E), to strengthen their own ideological construction, enhance the overall awareness, enhance the sense of responsibility, enhance the sense of service, enhance the team consciousness. Proactively work to the point, down to earth. I will do my best to reduce the pressure of leadership.
(F) develop a learning program. Doing real estate market intermediary is the need for non-stop changes in the market according to the situation, and constantly adjust the business idea of the work, learning for business people is crucial, because it is directly related to the pace of a business person with the times and the vitality of the business side. I will adjust my learning direction according to the need in time to supplement new energy. Industrial knowledge, marketing knowledge, departmental management and other related plant knowledge is what I want to master, know yourself and know your enemy, so that you can fight a hundred battles (in this regard, I also hope that the company to give us business personnel support).
(7), in order to ensure the completion of the annual sales task, they usually actively collect information and timely summary, and strive to develop the market in new areas to expand the product market share. In the future, I will further strengthen the learning, practical work, give full play to personal strengths, strengths and weaknesses, to be a qualified sales staff, can be in the increasingly fierce competition in the market place, for the company to create a good performance to make due contribution!
Instrumentation Section 2023 Work Summary Part 2
___ year, in the company's leadership of the care and guidance of various departments and colleagues to support and help, in my hard work, the successful completion of the year's work, to complete the leadership of the various tasks, their own in all aspects of the enhancement, but there are also shortcomings, the need for future Continuous learning, continuous accumulation of work experience, the use of knowledge to make up for their own deficiencies still exist. Now this year's learning, work situation is summarized as follows:
First, down-to-earth work attitude:
Over the past year, I adhere to the work of down-to-earth, hard-working, consciously safeguard the company's corporate image, and do a good job properly, try to avoid any mistakes in the work.
Office clerk is a service-oriented work, and more complicated.
(1) Every day I seriously do a good job in all services to protect the business department, the documents department, shipping department, finance department and the design department of the normal development of the work.
(2) The daily work of the clerk is relatively trivial, need to be careful, cautious, and can not be careless, not to mention sloppy scribbling.
(3) under the guidance of the administrative department manager may, the establishment of the memorandum of the day. I will be included in the day's work to the memo, one by one to complete, so as to avoid omissions.
Second, conscientious and responsible, do a good job in administration and personnel:
Seriously do their jobs and daily transactional work, to assist the leadership to maintain good working order and working environment, so that the management of the files are increasingly formalized and standardized. At the same time to do a good job of logistics services, so that the leadership and colleagues to avoid worries, under the direct leadership of the department manager, active and proactive in the daily housekeeping work of the department.
1, the daily reception work: when receiving calls, the use of civilized language, speak calmly, enthusiastically, politely receive the factory and foreign customers visitors, for encountering related problems to consult or ask for help, I will do my best to give the answer or timely transfer to the relevant leadership to give a solution.
2, materials management: the development of the company's daily office supplies purchased and claim form, good management of materials, according to the department of collocation, collocation registration.
3, document management: according to the work needs, at any time to produce all kinds of forms, documents, etc., at the same time to complete the departments to be printed, scanned, copied documents, etc., the company issued notices, documents to do in a timely manner to upload and disseminate.
4, personnel file management: on-the-job employees and employees leaving the file for classification and archiving, and do the scanning of electronic archives, new employee evaluation form according to the annual sorting of bound books to save.
5, recruitment work: check and receive mail to read resumes, appointments for candidates to arrange for managerial interviews and general manager retest.
Apparatus Section 2023 Work Summary Part 3
This year, the work of the Pharmaceutical Supervision Unit closely around the drug safety of this central task, to strengthen the day-to-day supervision of medicines and medical devices, and vigorously rectify the standardization of the drug market order, the tasks and objectives of the results achieved.
First, the daily supervision of drugs and medical devices
In accordance with the "regulatory area without a blind spot, regulatory varieties without omissions, regulatory links without breaks" of the overall work of the idea, we actively carry out daily supervision and inspection work. Jurisdiction *** there are more than one level of hospitals and drug-related institutions xx; drug business enterprises xx (including drug wholesalers x, chain sales company x, retail single-pharmacy xx, retail chain stores xx); medical equipment business enterprises xx; individual medical clinics and dental clinics xx; vaccination units xx. This year, I focus on checking the drug and equipment business enterprises, drug business enterprises have reached xx% coverage, medical equipment business enterprises reached xx% coverage, the coverage of hospitals above the first level reached xx%. Carried out the "further development of the drug business field of outstanding issues in the rectification work"; "to combat food and drug adulteration and counterfeiting special rectification"; "crack down on illegal medical equipment business use of special rectification work " "carry out 'problem vaccines' special inspection work" and other special rectification work. Through the remediation to improve the management of business enterprises and the use of units of quality management awareness and level, to protect the safety and effectiveness of medical devices.
Up to now, **** deployed more than xx law enforcement officers, vehicles xx times, checking the pharmaceutical and equipment business enterprises xx more than xx, medical institutions xx more than xx, drug wholesalers x, vaccine vaccination units xx households. The main problems found during the inspection were as follows: drug business enterprises purchasing drugs from illegal channels; sales of counterfeit drugs; buying drugs in the form of tie-in sales to give away prescription drugs or Class A non-prescription drugs; pharmacists not on duty to sell prescription drugs; medical device business enterprises operating expired medical devices and other illegal behaviors; medical device business enterprises and use of the unit did not submit on time the safety of medical devices. Supervision and Management Self-inspection Report and other behaviors. Handle drug and medical device related cases xx, including 1 summary procedure; general procedure x, closed x, x cases because the parties did not fulfill the payment of fines on time, has issued the "fulfillment of the administrative penalty decision reminder", ready to apply for the Luobei County People's Court for compulsory execution, a case because the parties involved in the suspected criminal offense, the product has been reported to the Municipal Food and Drug Administration to request to do the identification of fake drugs, to be issued by the Municipal Food and Drug Administration to determine the results of the study to decide whether the Determination of the results of the study to determine whether the case will be transferred to the Heilongjiang Province, Baoquanling Reclamation Public Security Bureau to deal with. As of now **** made administrative penalties forfeiture total: xx yuan, has been surrendered forfeiture total: xx yuan.
Second, the adverse drug reaction, medical device adverse event reporting
Daily work, we supervise the network reporting unit actively reported adverse reactions, the adverse reaction report carefully reviewed, the suspicious report timely telephone verification, the irregular report timely modification of the standardized report timely evaluation of the report. Up to now, *** evaluation reported adverse drug reaction report xx, medical device adverse events xx, completed the established target.
Third, drug and medical device business license (for the record) review, verification work
In April this year, Hegang City Food and Drug Administration will be the drug license, the third class of medical device business license, the second class of medical devices business record of the material review, on-site verification work entrusted to my bureau for, we received this task, and actively to the City Council for instructions, learning, and strive to improve and better accomplish this work. Application for licensing, filing, change of enterprises, attentive guidance, strict review, accurate verification to ensure the successful completion of this work. Up to now, *** review, verification of drug business enterprises x times, medical equipment business enterprises 13 times, acceptance of drug business enterprise business matters change xx times. Quality and quantity to complete this task.
Fourth, the work of the problems
1, due to the supervision of a large area, more drugs and medical equipment business enterprises, the frequency of dynamic inspection of drugs and medical equipment has not been achieved.
2, the new medical device revised laws and regulations, especially the new version of the medical device classification catalog has just been implemented, a lot of content still need to learn, digest, comprehend.
3, "sexual health products" category of products, due to the relevant laws and regulations are not sound enough, many products playing "suitable for the crowd", "product efficacy" and so on. "Rubber ball" to publicize its therapeutic efficacy, measures should be taken to focus on governance.
V. Next steps
Pharmaceutical safety is the people's most concerned, the most direct, the most realistic issues of interest, the next step we will continue to focus on the safety of medicines this work, the supervision of medicines to a new height.
1, focus on medical institutions, individual dental clinics, optical store supervision, the use of medical devices as a key link to the medical institutions as a key area of focus to the disposable sterile as well as implanted medical devices for the focus of the inspection program, to further strengthen the supervision of the use of medical equipment units.
2, continue to promote the establishment of drug traceability system. Increase the purchase, sale and storage of drugs related to record checks to ensure that the drug business enterprises purchased, displayed and sold drugs are xx% system of drugs, to protect the traceability of drugs.
3, actively do the Bureau of other tasks assigned. According to the time limit, the quality of the completion of the tasks assigned by the Bureau. With the food unit and the various regulatory agencies, branch offices and other departments to do a good job of linkage, in case of trouble, do not shirk, more coordination, and enhance the overall awareness of the Bureau's work steadily to make their own efforts.
Instrumentation Section 2023 Work Summary Part 4
In order to strengthen the daily supervision of xx County sterile and implantable medical device business enterprises, continue to promote the special rectification of medical devices, xx County Food and Drug Administration to implement the spirit of the Municipal Bureau of the document, combined with the actuality of the county, the county has carried out a one-month aseptic and Implantable medical devices supervision and inspection, now summarizes the work as follows:
First, attach great importance to the development of the program of the Bureau of leadership attaches great importance to the development of the "xx County Food and Drug Administration to strengthen the implementation of the supervision and inspection of sterile and implantable medical devices", set up to the Secretary for the leader, the other leaders of the Bureau of the vice-chairman, the various sections of law enforcement officers as members of the remediation work of the leading group, a clear focus on The inspection scope, key inspection products and key inspection links to ensure that the work is carried out in an orderly and effective manner.
Second, coordination and strengthen cooperation.
In order to overcome the actual situation of fewer personnel, fewer vehicles, the special inspection work and daily supervision work, adverse event monitoring and other medical device regulatory work organically, and actively cooperate with the relevant departments to ensure that the special rectification of the effectiveness.
Third, the establishment of mechanisms to strengthen supervision.
The work of the county's two medical institutions and two business enterprises to carry out supervision and inspection, focusing on the inspection of pacemakers, stents, catheters, artificial valves, cochlear implants, artificial blood vessels, artificial crystals, artificial hip joints, artificial knee joints, bone plates, bone nails and other implants (intermediary) class of devices; one-time use of sterile medical devices. Operation: business premises and storage facilities, whether the conditions meet the requirements; product quality management system is sound, especially whether the purchase and sale records are complete, standardized, and whether to meet the requirements of traceability; quality management personnel on duty; whether in the approved scope of business and engaged in business activities within the category; whether the enterprise's warehouse address is consistent with the approval. The use of links: whether to establish a medical device purchase and acceptance system; whether the requirements of evidence and invoices and retained; storage facilities, conditions are in line with the requirements; adverse event monitoring report is in line with the provisions of the use of disposable sterile medical devices in accordance with the provisions of the destruction, and have the relevant records.
The irregularities found during the inspection were followed up in a timely manner, urging the operation and use of the unit to implement corrective measures as required, and to establish and improve the database of sterile and implantable medical devices business and use of the unit, the situation of the enterprises on the register to be sorted out, and a comprehensive grasp of the dynamics of the enterprise. The inspection **** out of law enforcement officers 12 times.
Instrumentation Section 2023 Summary of the work of the 5
Medical device sales industry is rapidly developing at a rate of 14% to 15% growth per year, but the medical device sales skills marketing model tends to aging problem has gradually surfaced, to improve the level of sales staff skills, has become more and more the topic of conversation of the bosses.
The medical device industry is characterized by knowledge-intensive and capital-intensive, so the threshold of entry is high, but in recent years still attracts a lot of capital, and the abundant profits can not be said to be a very tempting reason. But the high price of the product, the use of a long period of time, customer requirements, but to the sales staff set up a lot of difficult problems, poured countless pots of cold water, how to do, is not to continue to do, may be they have been asking the question. The answer, of course, is to keep going. The trick is to keep going. The following is a comparison from the hospital equipment and home appliances two aspects of the sales skills organized for the confused medical equipment sales staff reference.
Again, to win the medical device market, it is not possible to quick decision, only to play a protracted war a way to go. On this road, sales people do not have good psychological quality, no professional knowledge and sales skills, it is very difficult to get success.
■ Analyze the psychology of various types of customers
At present, the market sales of medical devices can be broadly divided into three kinds: one is the community fixed-point or non-fixed-point sales, commonly known as the "errand type". The second is the conference marketing, specific can also be divided into a single conference marketing type and composite conference marketing type. At present, the proportion of single-type conference marketing has been lower, "community store + conference marketing" model is more common, because of the increase in the pre-screening process, conference marketing input-output ratio has improved, but the weakness of high marketing costs is also obvious. The third is the "experience center" mode, compared to the conference marketing, characterized by a long purchase cycle, customer satisfaction is higher.
Understanding the above basic situation, but also must understand the psychology of different consumers. In the case of home medical equipment, for example, the reason why the average consumer invests in medical equipment is to protect their health. And once they fail to achieve this goal, they will be blamed by other family members. If this happens, it will be very unfavorable to the establishment of the product brand and the formation of the word of mouth.
For healthcare organizations, they are usually willing to place orders as long as they believe they can make a profit in a relatively short period of time (i.e., payback period). Managed equipment, on the other hand, is more difficult to get orders for, because hospitals tend to have this understanding: buying production equipment can make money; buying office equipment just makes employees more comfortable, and will not be of much benefit to the hospital, so hospitals tend to have stricter controls on approvals for the purchase of managed equipment.
Consumers who buy medical devices pay more attention to the value of the goods, while consumers who buy household goods may consider more of the image and taste of the goods. Although, price is also an important factor for medical device sales, the first element is definitely quality. Because, consumers have this understanding - even cheaper things if you can not eliminate the pain, improve the quality of life is "useless".
For medical institutions, quality is also the first element to consider. Because the quality of the product is directly related to the patient's health and even life, without this foundation, the normal operation of the hospital can not begin. In the purchase of equipment, leaders are also very concerned about the operating costs of the equipment, durability, reliability and after-sales service, only these elements can meet the requirements of the hospital, they will consider buying.
Sales staff to work for the above psychological characteristics. To management equipment, for example, can be used as "production equipment" to sell, focusing on the ability to improve the efficiency of the product, to let the buyer clearly understand how the product reduces the cost of services (time and labor costs) of the health care organization to persuade the other party to ultimately buy. In the case of home users, it is important to emphasize the health functions, convenience and speed of the product.
■ Improvement of personal psychological quality
Usually, the transaction value of medical equipment is several times the daily consumer goods transactions. It is not uncommon for a medical device salesperson to sign a contract for hundreds of thousands of dollars, and it is not uncommon for a deal to be several million dollars. Huge numbers certainly mean revenue, but look at it from another perspective, the activities of medical device salesman involved in a huge amount of money, the responsibility is very important, they should spend enough time and energy to study the business.
Working in this environment, some of the new medical device salesmen feel heavy mental pressure, "breathless". A sales x-ray machine young man, just received a large hospital worth more than 3 million shopping program, due to the past no similar experience, he can not sleep at night, all day worried about not completing the task, and can not even calmly live a normal life. And the end result is that due to the poor mental state, failed to communicate effectively, the business did not come to fruition.
In reality, this kind of thing often happens to newbies. In fact, the Jews have a proverb called "small children - small problems; big children - big problems", meaning that people have to choose different paths according to their own personality traits, psychological characteristics. The meaning is that people should choose different paths according to their personality traits and psychological characteristics. If you want to play a "big role" in the market, you have to weigh your own mental capacity and strength in all aspects. If you can not improve the sales of personal medical equipment.
■ Competition for endurance to win the long run
The procurement process for medical devices varies depending on the management style, depending on the size of the hospital and management focus. Generally speaking, the request may be made by the technical department or the physician concerned, and then given to the purchasing department. If a product is purchased at a price that is out of the norm, top management may intervene to make a final decision.
Even in a small company, the purchasing power of all important materials is in the hands of the boss, but in the decision-making process, the boss is more or less influenced by subordinates. Such as a hospital to buy a photometer, although the final decision in the hands of the boss, but which brand to buy, which model of the product? At this point, the photometer's advice may play a big role, because this kind of machine he used the most, also has the most say. It can be seen, medical equipment salesman usually face a complex situation, often need to face all kinds of people, they must consider the overall situation, while finding the key aspects of the work to break through, in order to finally do business.
Some people say that in the medical device market, only "have a relationship" people can have customers, this conclusion may be debatable, but also suggests that we, sales work is not just "sell things" so simple. When the target customer has established a good relationship with competitors, you can step in, is the starting point for all subsequent work; on the other hand, once you have established a long-term relationship with the customer, and can continue to provide them with good follow-up services, like a tree up a solid barrier that can block the invasion of competitors.
A sales executive at a photometric factory once spent two full years trying to break into a hospital. He worked hard to open up this account, visiting again and again and offering advice from time to time on things like product maintenance. He said, "I never expect novice salespeople to do anything in the first year. I just want them to familiarize themselves with the product, be prepared, and keep engaging with customers.
It's true that medical device deals are sometimes negotiated over long periods of time, even years. Therefore, the rush to work model does not apply to the medical device space.
■ Service is not a child's play
Service has become one of the main themes of competition in business today, and this is especially true in the medical device industry. It's not an exaggeration to say that in many cases, the ability to make quick repairs can be the main reason for doing business. If after purchasing a product, problems frequently occur with its use, and it is difficult to find the necessary parts and manpower to make immediate repairs after a problem occurs - this kind of thing will seriously affect the relationship between the buyer and the seller of a medical device.
In China, large and medium-sized hospitals are extremely busy in their daily work, and their equipment is mostly in overload. Many hospitals have indicated that they would rather pay a little more for timely maintenance services, and even buy some maintenance parts to keep in stock. This shows how important the after-sales service of medical devices is. For medical device salesman, getting an order is just the beginning of the work. The success of the medical equipment salesman depends largely on the subsequent service work. Therefore, the medical equipment salesman should be practical to do a good job in every after-sales work, especially in dealing with the problem of large customers, to be particularly serious, never because of the small and lose big.
■ Close attention to look for opportunities
It should be known that the demand for medical equipment is completely dominated by consumer demand. In the final analysis, the demand for medical equipment is derived from consumer demand, who will not collect, follow the trend, love and other psychological factors to buy a medical device. Therefore, we say that the total demand for medical devices cannot be scalable.
Budgetary constraints are inevitable problems for medical device salesmen. If you are selling a product that has been included in the budget for the purchase of funds, it is of course very good; if it is not included in the budget, you will be in trouble because it is difficult to re-apply for a budget program.
Savvy executives of large companies know that any change in the internal operating order is likely to cause confusion, new products or new methods may also destroy the original operating order. But if a client has a new leader, that may be a good opportunity to step in. Whether you can find and grasp these opportunities, you need to keep a high degree of attention to the sales staff and really understand the internal situation of the customer.