Take the staff personally, the work summary is a reflection of self-achievement, but also an exchange of self-mind, can not be replaced to complete. Often this time, many employees said how to write a summary? What should be written? The following is a summary of my work on the drug sales summary sample, I hope you like it!
Drug sales work summary sample 1
2014 year-end bell is about to ring, looking back at 2014, is sowing hope for a year, but also a year of harvesting fruit, in the correct leadership of the higher leadership in the company's departments to cooperate with all the colleagues in our pharmacy *** with the efforts of the considerable achievements, as a store manager I have a lot to say, but I do not know what to do. Achievements, as a store manager I am y responsible for the major work experience over the years, so that I understand the reasoning: as a terminal retail store, first of all, there is a professional manager; secondly, there is a good professional knowledge as a backing, thirdly, there is a good management system; cost accounting is the most important, the cost of drugstore cost control, try to minimize the cost of obtaining the maximization of profits, the most important one is to be attentive and careful, and the most important one is to be attentive and careful. The most important one is to observe with heart, heart and customer communication to retain new guests and develop into repeat customers, so that you can do a good job, specifically summarized in the following points:
First, the quality of medicines as the first, to ensure that people are safe to use medicines, supervise the implementation of the GSP, and always consider the interests of the company, patiently and enthusiastically to do their jobs, hard-working and uncomplaining.
Second, conscientiously implement the company's business policy, while the company's business strategy correctly and timely conveyed to each employee, play a good bridge to the next.
Third, do a good job of staff ideological work, unite the staff in the store, fully mobilize and play the enthusiasm of the staff, to understand the advantages of each employee and play its strengths, to do the amount of talent, to enhance the cohesion of the store, so that it becomes a united collective.
Fourth, through a variety of channels such as newspapers, networks, drug news, as well as the newly enacted policies, laws and regulations of various drugs, to understand the industry and drug information, to understand the customer's shopping psychology, so as to know themselves and their enemies, the heart of the matter, reason to put the target, so that our work is more targeted, for example, as a drug seller and at the same time is also a consumer of medicines, we are usually sick, and need to treat the symptoms of the disease. To be sick, but also need to prescribe the right medicine, our psychology of drug purchasing, can reflect the psychology of a part of the shoppers, so as to avoid unnecessary losses brought about by this;
Fifth, lead by example, as a store manager, to do a good job as a role model for the staff, and constantly instill in the staff of the company's culture, educate the staff to have a sense of the whole picture, to do things from the company's overall interests, for example, the company's price adjustment range for this drug in this place, the company's price adjustment range for this drug in this place, the company's price adjustment range for this drug in the company's overall interests. This local price adjustment range requirements, not less than the minimum market price of drugs, as employees can not because of the relationship or because of the customer price cuts below this standard for foreign sales of drugs, ignoring the overall interests of the company.
Six, by thoughtful and meticulous service to attract customers. Utilizing the initiative and creativity of all employees, so that employees from passive "let me do" to active "I want to do". In order to create a good shopping environment for customers, and create more sales for the company, we lead the staff to do their job in the following aspects. First of all, do a good job of cleaning every day, to create a comfortable shopping environment for customers; second, proactive customer service, as far as possible to meet the needs of consumers; to continue to strengthen the sense of service, and with a heartfelt smile and polite and civilized language, so that customers leave the store satisfied. Our retail pharmacy can be based on their own actual situation, regularly organize internal training, so that the store manager or other outstanding staff for the introduction of drug marketing experience, some customer feedback back to the efficacy of the drug at any time to write down and summarize the resources **** enjoy, so that each employee in the recommendation of the drug to the customer more confident, more professional, which increases the customer's sense of trust in us. To be very good than the price of purchasing drugs, we not only in the purchase of goods to currency three, but also in the sale of drugs, goods than three, than the quality, reputation, than the price.
VII, deal with the cooperation between departments, work collaboration between the upper and lower levels, less whining, more enthusiasm, objectively look at the work of the problem, and a positive attitude to solve.
Now, the management of the store is gradually moving towards data, scientific, management tools to enhance the store manager has put forward new work requirements, skilled business will help us to achieve the operational indicators. The new year has begun, the achievements can only represent the past. I will be more exquisite and skillful business governance of our pharmacy.
In the face of the work of 2014, I am y responsible. To keep a clear mind at all times, clearing up the work of the year's thinking, focusing on the following aspects of hard work:
1. Strengthening of day-to-day management, in particular, to grasp the management of the groundwork;
2. Increase the internal training of employees, comprehensively improve the overall quality of staff;
3. Set up a high degree of loyalty to the company, love of work and dedication, and the overall situation, all for the company's economic growth. Company, for the company to comprehensively enhance the economic benefits of adding bricks and mortar.
4. Strengthen the unity and cooperation with various departments and sister companies, to create the most favorable, seamless working environment, remove the discordant notes, play the staff's greatest enthusiasm for work, and gradually become a team of the best.
Pharmaceutical sales work summary example 2
Time as the sky shooting star a flash, I hope I can catch this brief moment. Unconsciously have come to XX Pharmaceuticals for a month, review the work of this period, I summarize as follows.
First: the concept of change
The concept can be said to be a more fixed thing, a person to change their original concept, must go through a long time of thought struggle. Although sales is much the same thing. However, different products face different adapted to the crowd, consumer groups are different. Different companies also have different sales models. Must be changed from the original passive work to the current active development of customers and many other concepts.
Second: the implementation of job responsibilities.
Job duties are the work requirements of the workers, but also a measure of the workers work good or bad standards, they are engaged in the business since the work of the job, always job duties as the standard of action, from the work of a little bit of work, strictly in accordance with the terms of the duty to require their own behavior, first of all, they can start from the knowledge of the product, product knowledge, while understanding the serious analysis of the market information and the development of marketing programs in a timely manner, and secondly, they often with other regional business with the other regional business. Secondly, he often communicate with other regional salesman, exchange, analyze the market situation, problems and response programs, in order to seek *** with the improvement. In the daily work of affairs, he received the leadership of the task, actively start, in order to ensure the quality of work under the premise of completing the task on time.
As a salesman, his job responsibilities are:
1, by all means to complete the regional sales task;
2, efforts to complete the sales management approach to the requirements;
3, is responsible for the strict implementation of the product's formalities;
4, and actively and widely collect market information and timely collation of the leadership;
5, strictly abide by the company's rules and regulations;
6, the work has a high degree of dedication and a high sense of responsibility;
7, to complete the leadership of other work.
Third, clear task objectives, and strive to quality and quantity on time.
The work of their own always understand that there is only a superior-subordinate relationship, whether it is part of the work, part of the work are all the same, the work arranged by the leadership can not be sloppy, slack, in the acceptance of the task, on the one hand, to actively understand the intentions of the leadership and need to meet the standards, requirements, and strive to complete the deadline in advance of the requirements, on the other hand, in the mode of marketing should be actively thinking and complementary to improve.
Fourth, the current market analysis:
Thiopronin injection in Kunming, there is only one customer, the Yunnan-Guizhou Plateau region, although economically backward, but the market potential is huge, from the overall perspective of the Guizhou market compared to the Yunnan market is better developed. Yunnan market: cefixime chewable tablets have a customer, took two pieces of goods in March. Guizhou market: Cefixime chewable tablets in Zunyi, Guizhou, there are three customers, thiopronin injection in Guizhou Taiyi, Guizhou Kangxin, Guizhou Minsheng, as well as Zunyi area have customers. Among them, Guizhou Kangxin's annual sales volume has accumulated to 14 pieces, and the sales volume in other regions is not satisfactory. From the above sales data, Yunnan is basically a blank market. Cefixime chewable tablets are also basically blank in Guizhou. Thiopronin occupies less than one-third of the market share in Guizhou. From the economic and market standardization of the two places, Yunnan has an advantage over Guizhou. From the point of view of product structure, cefixime chewable tablets go terminal. (In terms of the state of the two places in similar products belong to the high price of the product) Thiopronin injection, betaxolol hydrochloride eye drops can only be done clinically. (Clinical varieties into the hospital are required to win the bid, the pre-development time is longer). The situation faced is also quite serious.
In short, the future to expand the market, and strive to double the performance.
Drug sales work summary sample 3
Unconsciously, busy year passed, in this strange city, seems to think that a year goes by faster, so that people are a little reluctant to believe.
In 2014, I learned a lot, thanks to the acceptance of my work in the enterprise, thanks to my leadership, thanks to my colleagues, thanks to my friends, thanks to my customers, because it is their help, trust, recognition, encouragement in order for me to make me love my work more, work harder.
Sales is a competitive industry, but also a very good exercise industry, just started working really no confidence, performance not only did not rise, but in the decline, in addition to my daily visits and publicity, I do not know what I can still make efforts from which two months past, I can not say that it is a new employee, the market I am already familiar with most of the customers should be familiar, but at the end of the sales, I can not say that it is a new employee. I can't say I'm a new employee, I'm familiar with the market, and most of the customers should be familiar with it, but at the end of the month when the sales list came out, I was stupefied, I always dare not get a single first time to report to the director, because it's not an exciting report card, get a single time to get a heavy heart, walking on the road, thinking of lines, how to give the director of the phone call. The result is often can not think of any one reason to protect this failing report card, to ensure that they do not accept criticism, often the next day the director called to ask before having to tell the truth, of course, free from criticism.
That time the night is always difficult to sleep, lying in bed, with the lights off, eyes open, looking at a little light seeping in from the outside, how not sleep, the mind is thinking, tomorrow what to do, to see what people, talk to them what, hope to get what kind of results, every night in the question, every day according to do. But my heart is bottomless, I do not know if this can go on whether the results can rise, that time the director said that the replacement, if three months after the trial period I can not meet the company's requirements, either give me a change in the market or go, I remember discussing this with the director of the time, the nose sour, such a situation I generally do not speak, and so on the director finished, after my heart calm, a very serious request, said that I hope that he can give me one month, honestly. Give me a month, honestly, in the face of this market, I also have no confidence, because the previous two businessman's efforts have not been fruitful, I am not better than them, and even many aspects are not as good as them.
But I still hope that in my efforts, I hope to have a slightly better result, can let me continue this job, with the burden of the possibility of being fired, difficult to go through the third month, finally at the end of the report card out of the time, I received a call for me to go to pick up a single phone call, apprehensively inquired about when he joked that the company this month, the company should give me a bonus, told me the number, I was in the room! I jumped up and down in the room, excitement rushed to my head, although it was not a large amount, but at least managed to double. At this time, I still didn't dare to call the director first, because I didn't know which way to tell him, excited for fear of thinking that I would be proud, and calm for fear of thinking that I had misheard him. Until the next morning to the pharmaceutical company to play the flow to receive a call from the director of the director asked me to tell him, I remember at that time he said three words, not bad. This is a praise for me, an encouragement, because the director has never praised me before this, so for him I am in awe.
I still do not dare to relax, with this encouragement, I am more diligent in my work, the next two months, the results have improved. But the good times do not last long, two months after the September October results in a substantial decline, so life is back to the old days, become tense, but in November and a turnaround, the amount of return, which has become a failure of self-encouragement, so life is still the same as always, and the only thing that can not be changed is the attitude of their own work, no matter what, each working day can not tolerate Half a point of laziness half a point of slack, because competition is everywhere, competitors as long as you see an opening, will certainly hand inserted to disrupt your balance, of course, there is no competition there is no power, there is no market.
Finally, thanks again to my leadership and colleagues, I will use the actual performance to make sales performance again!
Drug sales work summary sample 4
2015 has come, looking back at 2014, is sowing hope for a year, but also a year of harvesting fruits, in the upper leadership correctly led by the company's various departments to cooperate with the company's efforts in the sales of the three Department of the whole colleague's **** the same efforts, made a fairly promising results! This year's task of 198 million completed 183 million compared to last year's 147 million year-on-year growth of 36 million. The sales task indicator achievement rate of 92.3%, payback achievement rate of 91%, gross profit achievement rate of 90%; comprehensive indicator assessment achievement rate of 91.13% basically to meet the company's assessment requirements.
As a team leader, I am y responsible, and with honor. Several years of work experience, so that I understand the truth: as a terminal sales and commercial invoicing staff, first of all, we must have a good quality of mind: secondly, we must have professional knowledge of vocational skills as a backing, again, we must have a good management system, costing is the most important, terminal customers and commercial customers sales control, minimize the cost of how to get the profit of the How to maximize profits? The most important one is to be observed with care, with the heart and customer communication, retain old customers and develop new customers, as far as possible to do the best, specifically summarized as follows:
First, the end customer and commercial customers of the dredging
(1) Attractive sales certificate policy:
1. Always stand in the position of the customer to talk about everything,
2. Explain and carefully calculate the extraordinary benefits to him,
3. Communicate ambitious goals for the present and the future.
(2) Good friends, partnerships
1. full respect for each other, moving people with sincerity, conquering each other with heart
2. good communication skills and frequent exchanges to maintain close relationships,
3. correct application of the principle of profit-driven, and to deal with the relationship with the company and individuals.
4. Understanding the needs of different customers
(3) Strong self-development of the market
1. Detailed information on the jurisdiction of the area (region) sales force, promotional tools and activities
2. Outline the company's strategy for the promotion and development of the national market
3. Detailed understanding of the company's advantageous products, the main treatments and application of the promotion of the company's advantageous products, the main treatments and the application of the promotion of the company's advantageous products, the main treatments and application of the company's advantageous products, the main treatments and application of the company's advantageous products. Detailed understanding of other products. To do in the heart of the product, the product in the heart.
Second, do a good job of staff thinking, unite the staff of the department, fully mobilize and play the enthusiasm of the staff, to understand the advantages of each employee and play its strengths, to do the amount of talent, to enhance the cohesion of the department, so as to become a united collective.
Although in the daily work, there are a lot of difficulties, a lot of ups and downs, which according to our invoicing staff reflected: because of health care reform and other kinds of . For a variety of reasons, some township clinics do not dare to buy large quantities of goods leading to a decline in sales. At the same time, some customers reflect the high price, gifts issued in place, but through the help of sister departments, all the problems have been properly resolved. We are united, united, depending on the difficulties as a "paper tiger", strategic contempt for it tactical attention to it.
Third, by thoughtful and meticulous service to attract customers, play the initiative and creativity of all employees, so that employees from the passive "I do" in order to create a good shopping environment for customers, to create more sales for the company, leading the staff to do their jobs in the following areas. First of all, adjust their own mentality, less whining, more enthusiasm, objectively look at the work of the problem, and a positive attitude to solve it, to create a comfortable mood for the customer, and secondly, proactive customer service, as far as possible to meet the needs of consumers, to continue to strengthen the sense of service, and to the heartfelt smiles and polite and civilized language, so that the customer is satisfied with the reported completion of the program.
Fourth, strengthen learning, and constantly improve the quality of thought and business
1. The sea of learning has no limits, learning is never-ending, only constantly recharging, in order to maintain the business to play, so all along we have been actively learning, a year the company organized the theory of knowledge of medicine and various types of learning lectures, we are seriously participate in the knowledge through learning to set up their own advanced work concepts, but also clear the direction of future work efforts, with the society and the community, we have been working hard to improve the quality of life. The direction of work efforts, with the development of society, the update of knowledge, but also urged us to continue to learn, through these learning activities, constantly enrich themselves, enrich their knowledge, for their own better work practice in preparation.
2. Work hard to complete the tasks assigned by the company. Work content is very cumbersome, complicated, including the mailing of customer information, customers before and after the sale of telephone visits, as well as customer daily chores, such as checking goods, fax information, market sales coordination work and so on a series of work, need to be seriously completed for the customer, for the company to be handed down to each task, such as some of the promotional varieties of OTC, biologics, large and small exempted from the validity of the varieties of medical devices, and all varieties of the Department, as well as the company's tasks. All the varieties of the medical equipment department, and Sanjiu, Wang's? Several major manufacturers of some of the activities of the species, we have the greatest enthusiasm to complete it well. Basically, we should be able to do whatever it takes, high quality and efficiency.
In short, this year's overall work has improved, other work is also to be improved. Of course, the middle of our leadership before and after the busy, but also less of our salesman every morning and night outside running around, I do not know how much sweat, how much aggrieved, but he (she) or no regrets. A point of hard work and a point of harvest, we know how to be grateful, in the future work more conscientious to complete the task entrusted to the company.
Finally, I wish: xx all colleagues in the new year in good health, work well! And I wish xx Pharmaceuticals Company's performance is flourishing, and create another brilliant!
Pharmaceutical sales summary essay 5
As a pharmaceutical sales staff, is not an isolated individual, only to receive instructions from the superior and then mechanized to implement, in fact, the face of different regions (district) and in the area under the jurisdiction of dozens of people or more medical (pharmacist) team, how to fully mobilize their motivation, how to rationally allocate resources, and how to fully mobilize the staff, how to fully mobilize their motivation, how to rationally allocate resources. Motivation, how to rationally allocate resources (including time) is a very difficult and complex but very important thing. It can be said that each region (district) is the basic management unit of the company's sales department, only it does a good job, the whole company will move forward more quickly. In view of this, the area (or regional) management, through the rational use of resources (sales time, sales tools, promotional costs, human resources) to dredge the various links in the field of drug circulation, so that its pathway is unobstructed and smooth disappearance into circulation, increase the market coverage in the area, improve sales performance and reduce sales costs.
(a) the distribution channels of drugs:
1, usually the distribution channels of drugs are:
Pharmaceutical companies? Distributors? Hospitals, retail pharmacies? Patients
2, the circulation process of drugs in the hospital:
Dealers, pharmaceutical companies? Pharmacy? Small pharmacies? Physicians? Patients
(b) the circulation channels of drugs dredging
A really effective, there is a certain market for new drugs are dealers or hospitals to accept, should be a very easy thing, but in the past two years, due to the surge in the development of new medicines, so that the dealers or hospitals have a great deal of choice of space, resulting in the emergence of the problem of the difficulty of selling new medicines, and a new drug to be the ultimate consumption of the patient, we must first ensure that the channel is smooth. First of all, to ensure that the channel is open.
1, the dealer's unblocking:
(1) attractive business policy:
Note:
a, always stand in the customer's (dealer's) position to talk about everything
b, fully elaborated and carefully calculated to give him unusual benefits
c, communication of the present and the future of the ambitious goal
(2) Good friends, partnerships
a, full respect for each other, moving people with sincerity, conquering each other with the heart
b, good communication skills and frequent exchanges to maintain a close relationship
c, the correct application of the principle of profit-driven, and to deal with the company and the relationship with the individual
d, to understand the needs of different customers
(3 ) Strong self-development market ability
a. Detailed introduction of the jurisdiction of the area (region) sales force, promotional tools and activities
b. Outline the company's strategy for the national market promotion and development
c. Detailed understanding of the company's product efficacy, treatment and application of the promotion
d. Discussion of the two sides **** with the development of the region (area) under the jurisdiction of the market method.
The two sides will discuss the method of developing the market in the region under their jurisdiction.
With the above three, a new drug is recognized and accepted by the distributor should be a very easy thing
2, the hospital pharmacy (also known as the pharmacy) of the dredging
(1) new drugs into the hospital warehouse:
a. Detailed collection of information on the hospital (including the president, the management committee of the library, the director of the pharmacy department, the purchasing or planning, the product-related department director, specialists or important physicians, and even the hospital's medical staff), and the hospital's medical staff. Director, specialists or important physicians, and even the management of the hospital's Department of Health officials concerned)
b, to find out the influence of the hospital's purchase of drugs of the key people, and make a comprehensive and detailed investigation and understanding of his special needs, especially his special difficulties.
c, contact with important people (may be the dean, director of pharmacy, the master of the relevant departments, etc.) to persuade them to make decisions.
(2) to maintain the purchase of drugs: new drugs into the drugstore despite the success of an important step, but the maintenance of drugs for a long time without interruption, a certain amount of preservation of the amount is more arduous, long-term and difficult work, so we must maintain frequent contact to deepen the understanding between the two sides, to take a long-term vision to deal with the two sides to deal with the problems of cooperation.
3, the hospital pharmacy (small warehouse, small pharmacy), dredging, dredging this link, to maintain a good personal relationship with the person in charge of the pharmacy (team leader or supervisor) is essential, and therefore should be done:
(1) doubled respect for him to meet the needs of the heart
(2) frequent visits to deepen the impression and understanding of the
(3) a reasonable cost of socializing
Larger hospitals, pharmacy (pharmacy) is responsible for the purchase of drugs from the pharmaceutical distribution, properly stored and small pharmacy is responsible for receiving and distributing drugs, here without the dredging will not be the drugs from the pharmacy, when the physician develops a prescription, the patient in the small pharmacy (outpatient pharmacy, inpatient pharmacy, specialty pharmacy) no drugs can be taken, but the product is in the large pharmacy room "sleeping! ", of course, monthly (or quarterly) such as a meeting of important people affecting the importation of drugs, the use of loose discussion, the purpose of its full expression of views, proposed improvements, close the relationship between the two sides.4, there are prescription rights of physicians (also known as clinical work or hospital promotions) products to squeeze into the market to occupy the market, the only means to rely on physicians, they directly face the patient, through the prescription, so that the drugs disappeared into the field of consumption in circulation, the realization of the drug sales, to create benefits for the company to ensure that the company's reasonable profits, which should allow physicians, pharmacists to fully understand the product, expand the Market share, increase prescription volume, but we must focus on key physicians, usually above the provincial level hospitals (especially medical hospitals) the authority of the higher level of physicians and guidance is particularly prominent, therefore, the department director (including specialists) and attending physician, chief resident physician is the most important physician, for the prescription of the key physician, is to unblock the physician prescription link is particularly important in the core of the way it is unblocked is as follows:
(1) face-to-face visit: from the current pharmaceutical and medical industry sales, face-to-face visit (personal visit) is the most important method of sales work, occupying more than 80% of the sales room, is the application of leaflets literature samples, small gifts and their own charisma, one-on-one to the physician (pharmacist) to promote their own marketing company products, the purpose of which is to make the physician from the heart to accept the physicians prescription of this company's drugs. The company's production of drugs, the opposite visit has the following characteristics:
a, targeted, is a specific person, a specific problem, the two sides and the product of in-depth discussion and understanding to meet the needs of different levels, different expectations.
b, face-to-face conversation with each other, a sense of cordiality, the atmosphere is easy to establish a long-term close cooperation with each other.
c, face-to-face visits to spend time, high costs, while the quality of their own and sales skills require a very high, so the difference in effect per unit of time is very good.
d, the lack of systematic product introduction
(2) clinical conference, small meeting features:
a, a short period of time can be a number of physicians to pass information, high efficiency, but also save money
b, the introduction of the product is complete and systematic, but not enough in-depth, and even more unable to take into account the specific requirements of a particular physician
c, in the form of speeches and discussions, will make up for the lack of depth
c, in the form of lectures and discussions. The combination of presentation and discussion will make up for the lack of depth
d, unable to establish a close personal relationship
The above two forms (face-to-face visits to small symposiums) are two important methods of clinical work, etc., the principle is that:
For important physicians through frequent personal visits, spend enough money
For general target physicians, to take the department small symposiums to introduce the company and products, influence and persuade. and products to influence and persuade.
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