Personal work summary of pharmaceutical sales 1
* * * In the first half of this year, LL: 227336 cases were sold, which was 8,7251case more than that of 140085 cases sold in the same period last year, which was 1.62 times that of the same period; Among them, 190936 boxes were sold from March to June in 20__ _, which was 7532 1 box more than 1 5 boxes sold in the same period last year, which was1times more than that in the same period last year.
20__, the new market sells 1 16000 cases, and the old market sells 1 15736 cases.
Key points of work completed in the first half of the year:
1, market network construction:
Guangdong, Guangxi, Yunnan, Hubei, Hunan, Beijing, Tianjin, Jiangsu, Anhui, Liaoning, Henan, Shanxi, Inner Mongolia, Zhejiang, Xinjiang and other provinces were newly opened, and the recruitment and inspection of regional managers were completed, which achieved the effect of online distribution and laid a certain foundation for regional development in the second half of the year.
2. Market control:
Thanks to the company's strong support, the Taihe market was closed, which ensured the increase of the sales price, released the market development expenses, basically curbed the low-price grabbing of goods, provided a guarantee for the further development of the market, and also provided some confidence to the old salespeople. The market is developing steadily.
3. Cost and payment recovery:
In the first half of the year, the company's sales expenses, except for a Wuhan conference, Wuhan pilot conference and business trip expenses, were less invested in the market, but the payment for goods was basically recovered within 60 days.
20__, the annual plan is to sell 700,000 cases and strive for 6,543,800 cases. It is necessary to analyze the market problems, make a more detailed division, and make necessary work guidance and requirements.
First, the current market analysis:
At present, a little sales network construction has been basically carried out in the whole country, but because the retail price is too low, 18.00 yuan/box, the average sales price is 1 1.74 yuan, and the price of * * * goods is 3-3.60 yuan, which is equivalent to 19-23 deduction, and the retail price in some areas.
After many times of communication with the salesman, the salesman lacked trust in the company. The main reason is that the company's management is simple on the surface and complicated in practice. In addition, related factors such as the feelings of regional managers and inappropriate communication wording have caused psychological pressure. They are afraid that the market will be divided into new parts after investment, or the market will get out of control, leading to the occurrence of goods grabbing and jumping. They don't want to put into the market, which will turn into emotional sales. In fact, due to low profits, this situation is likely to continue until.
If the market is forcibly divided, because the company has not made the necessary investment, not to mention the support of wages and expenses, and the products are single, the current profits are small, the sales staff have not formed dependence on the company, and the sales representatives have not been unfaithful to the company, which will inevitably lead to chaotic market competition and malicious competition among themselves, which will not only fail to expand the market, but also make the market cringe.
Second, the analysis of marketing means:
All business activities should have a unified marketing model, rather than the so-called laissez-faire and rely on the subjective initiative of agents to grasp and operate the market. Due to the consideration of comprehensive factors such as product price positioning, product use positioning and competition analysis of similar products, it is even more impossible to expect the salesman to replace a product with a large profit margin in a single box. Actually, it's the same. Compared with the previous scheme of our company, we should focus on the marketing orientation of the rural market and realize the formation and management of the network with conference marketing. According to the salesman's consciousness, the company can only let the market develop naturally and lose the initiative.
Third, the company's support analysis:
So far, the company's market support work is basically zero, all new products are in the market development period, and no enterprise has not properly put into the market. Because the current pharmaceutical market is relatively transparent, the cost of market development is gradually increasing, and sales representatives are considering the income and output ratio of capital investment while considering risks. If the same input-output ratio is too large, it shows that their loyalty is too low. The more successful a company is, it will undoubtedly make necessary support and investment in the early stage of new products entering the market.
Fourth, management analysis:
New salesmen and most salesmen have great doubts about the management of the company. Almost everyone feels that the company has no strength, no basic management process of Sino-foreign joint ventures, and even feels lack of trust and insecurity.
One of the three elements of enterprise development is the full play of human capital, the absolute unity of organizational behavior, the attraction and absolute cohesion of corporate culture to employees.
The absolute fairness and justice of management, the processing speed of information feedback, and the sound mechanism of ability. At present, the company basically relies on subjective assumptions to deal with problems in management.
Summary of personal work in pharmaceutical sales II
As a medical salesman, he is not an isolated individual. He only accepts instructions from his superiors and then carries them out mechanically. In fact, he faces different regions (districts) and manages dozens or even more medical (pharmacy) teachers in the region. How to fully mobilize their enthusiasm and how to allocate resources (including time) reasonably is a very difficult, complicated and very important thing. It can be said that each region is the basic management unit of the company's sales department. Only by doing it well can the whole company move forward faster. In view of this, district (or regional) management will dredge all links in the field of drug circulation through the rational use of resources (sales time, sales tools, promotion expenses and human resources), make its channels unimpeded, disappear smoothly in the field of circulation, increase market coverage in the region, improve sales performance and reduce sales expenses.
(A) the circulation channels of drugs
1, under normal circumstances, the drug circulation channels are:
Pharmaceutical companies-distributors-hospitals, retail pharmacies-patients
2, drug circulation process in the hospital:
Dealers, pharmaceutical factories, pharmacies, small pharmacies, doctors and patients.
(2) Smooth drug circulation channels.
It should have been very easy for a new drug with definite curative effect and certain market to be accepted by dealers or hospitals. However, due to the sharp increase in research and development of new drugs in recent two years, dealers or hospitals have a lot of choices, which leads to the problem of difficult sales of new drugs. If a new drug wants to be finally consumed by patients, we must first ensure the smooth channels.
Dealer unsealing:
(1) Attractive business policies
note:
A always talk about everything from the standpoint of customers (distributors).
B, fully explain and carefully calculate the unusual benefits brought to him.
C. communicate the lofty goals of the present and the future.
(2) Good friends and partnerships
A, fully respect each other, move with sincerity, and conquer each other with sincerity.
B, good communication skills, frequent communication and close relationship.
C. Correctly apply the interest-driven principle and handle the relationship with companies and individuals.
D, understand the needs of different customers.
(3) Strong self-development market ability
A. Introduce in detail the sales force, promotion means and activities of the area (region) under its jurisdiction.
B briefly introduce the company's promotion and development strategy for the national market.
C. Learn more about the efficacy, indications and application promotion of the company's products.
D. Explore ways for both parties to jointly develop the markets in their respective regions (regions).
With the above three items, it should be very easy for a new drug to be recognized and accepted by distributors.
Summary of personal work in pharmaceutical sales 3
This year has passed. In the past year, my personal work was not very good, maybe I didn't work hard enough. I don't have much experience, but I have mastered some skills. Everyone here should be more experienced than me. I hope you don't keep it. Use today's opportunity to speak freely. In fact, being a medical representative does not mean that we need a lot of sales experience, but as long as we master some skills, I think it is not difficult for us to succeed in quantity, and it is also different from our regional environment, but these skills should be possessed by all of us. It is very important to be a person first in sales, but when making products, you must first have a deep understanding of your own products. This is what we call skill. We must be diligent and quick. As for diligent. Diligence means thinking more about what you should accomplish today and what you should accomplish tomorrow/? For example, before going to bed every day, we are thinking about where I will go tomorrow morning, what I will finish, where I will go in the afternoon and what I will do. I have some unfinished business today. Do you need to call the customer? But when calling customers, we should usually call before eight o'clock. Don't affect others' rest too late. Actually, calling doesn't mean we can do our job well. Doctors are human beings, and it's not that terrible. I'm afraid that a little greeting from you may make him feel better.
Diligence in the second round means that we have already figured out what to accomplish. As long as we do it, whether you succeed or not, we will feel at ease when we do it. When we have nothing to do or are free, chatting with them is actually quite fun. In fact, we don't have to go to them when we have something. Whether it's good or not. To put it bluntly, we should all care about them when something happens. You do this because you will touch them more or less and make them feel that you are a hard worker.
The third eye is diligence, that is, to observe things around them more and understand some things they need to do. For example, when we go to the office, we can see that they are busy and their desks are messy. We can easily see what their department can do. If you don't mind, you can do it next time. Let me give you an example. "It was very hot in summer when I went to the hospital for business. I used to bring them a watermelon and other fruits every time I went there. It was a long time later. They said, Xiao Tao, don't be so polite next time you come, but I saw them eating watermelon, so I had to look for a knife everywhere. I used to eat only every time. Anyway, I took some when I brought it to you. I thought, why not bring them a knife every time? Since then, I have become a frequent visitor to their place, and I don't have to buy food every time. I have some food myself. Kill two birds with one stone > Although it is only a small matter, it is a big deal for them! ,
The fourth speaker wants to watch, and finally he will say he will do it. People always like to listen to nice words. You can say a few more words, but he feels comfortable psychologically. I'm going to be verbose here again. For example, we often go to other places and bring the local specialties in buy buy back to important customers. As for how to say it, I think it's needless to say. You all know that. I remember that every time I go to the pharmacy department of the hospital, I won't go home empty-handed, even a bottle of drinks, because buyers like these little things very much. I basically go once a week, but every time the director is here, she doesn't want it or give me anything good. Although I said I didn't want it, I took it in the end. I went there again a few days ago and didn't know what to buy. I heard a friend say that there is a good shop in Ningbo to buy Huangyan oranges, so I ran over and bought two boxes. I went in when the director was here. He said if you do this again, don't come next time. I take it as a token of my gratitude, chief. I went to Taizhou to bring you some Huangyan oranges, which are very good. You can take them back to enjoy it. Not often. I'll call you if anything happens, or you can call me. Whether what he said is true or not, I feel much more relaxed. I will dare to communicate with him next time. Last time I went back from Xiaoshan, I brought her two boxes of dried radish. Sometimes these lies are also white lies. I can't help it, for work! Now I'm a handyman. I usually send messages to customers when I have time. Some words can't be expressed in words, so it is better to express them in words. Under what festivals and greetings, a dime of information may have unexpected results. At Christmas, I sent a message to all my customers. Although only 30% of my customers have replied to me, I am already very satisfied. Finally, it was almost the fifth time, that is, the first five times. If we consider it, we will finish it. If it succeeds, we will make persistent efforts. Failure is not terrible. I remember reading a sentence from a successful person. Strong, dedicated power to cheer for yourself; A person's life can't be smooth sailing, so from the moment you have self-awareness, you should have a clear understanding. A person's life is bound to have ups and downs. It is absolutely impossible for every day to be a good day, and every year is a good year. So when we encounter setbacks, don't feel surprised and depressed, but should take it for granted to try, and then treat it calmly and solve it.
Although I haven't made great achievements in my work in the past year, I have summed it up and learned it under the leadership of the leaders. In the new year, I want to make use of the skills I have now. I hope that with the support of the leaders and the help of everyone, we will make a plan to develop some new products for ourselves while completing the sales of our main products. At present, my hospital is dispensable. I will keep a certain amount of sales and try to increase sales. I didn't develop it in my hospital.
I hope that in the new year, with the support of leaders, for individuals and for the company, let's go up a storey still higher together. Dear friends who are fighting in the front line of medicine, don't feel at a loss for the difficulties they are facing at present, but believe in their own efforts and create a brilliant tomorrow. Today, the young talent is showing sharp corners, and tomorrow is the lotus fragrance flying all over the pool!
thank you
Thank you, leader!
Summary of personal work in pharmaceutical sales 4
Looking back on the overall sales situation in 20__ years, I feel ashamed! This is not only my subjective reason, but also the objective reason that leads to the overall sales failure. Here I summarize some existing problems.
First, the current medical situation:
1. At present, the drug price keeps falling again and again, and there is no more profit, and the space is getting smaller and smaller, which makes it difficult for customers to manipulate.
2. Even though some products won the bid, the sales of the products were blocked due to various local reasons. For example, a drug in a province won the bid, the price is RMB, and there are no big customers, only small customers. Moreover, some hospitals do not sell medical insurance products at public expense, and customers are unwilling to manipulate them. Other hospitals have stopped taking new drugs, perhaps because they can't find customers who can really manipulate this kind of variety, so they have been dragging on until now. Compared with other provinces and cities, this product has also won the bid, and the price is less than that in the province. Although the situation is not much worse, it can be admitted to several hospitals and sold every month. The reason is that if you want to find it, you can find the internet. Such a supply platform is more conducive to the sales and promotion of products.
Due to the lack of medical experience, the bid often fails in various places. At this point, I need to do in-depth review, learn more medical knowledge in the future, do as much work as possible when bidding, improve my quotation level, and ensure the smooth completion.
4. In terms of telephone investment, some negotiation skills also need to be strengthened. As long as we concentrate on observation and exploration, it is easy to find the starting point of the topic, and every telephone investment process can be smooth and smooth. In the absence of winning the bid, telephone investment is the main sales model, and the company's image is also known by customers on the phone, so we should make progress in this respect and give customers a good impression.
Second, the overall situation of the relevant provinces:
With the vigorous rectification and gradual strengthening of China's pharmaceutical market, facing the further control of national drug supervision, distribution mode of drug hospitals and drug price management, pharmaceutical investment has been gradually strengthened. Many restrictive drug sales policies have been put in place, and the quotations are _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Therefore, most of the market has been occupied by previously open products. In addition, each hospital can only enter two specifications (one product and two regulations), so the market that can be manipulated at present is not very large, and the space that can be manipulated is very small.
In the province, the sales of the winning products in the area I am responsible for are not satisfactory, and there are not many varieties that real customers can manipulate. The main reasons are as follows:
1, the local market demand determines the overall sales of products.
2. The profit margin of drugs is not enough, which leads to customers' lack of ultimate products in sales.
3. The winning variety of the company is not the customer's sales expertise.
The goods were sent for several days, but failed to reach the pharmaceutical agency in time. Make customers impatient, which should be avoided.
At present, the agent pays the bill at the end of the year, does not care about the new goods, and does not want to press the warehouse at the end of the year.
6. The demand for agents has decreased, and most of them have found suitable products and have good channels.
Personal work summary of pharmaceutical sales 5 pages
As a medical salesman, he is not an isolated individual. He only accepts instructions from his superiors and then carries them out mechanically. In fact, he faces different regions (districts) and manages dozens or even more medical (pharmacy) teachers in the region. How to fully mobilize their enthusiasm and how to allocate resources (including time) reasonably is a very difficult, complicated and very important thing. It can be said that each region is the basic management unit of the company's sales department. Only by doing it well can the whole company move forward faster. In view of this, district (or regional) management will dredge all links in the field of drug circulation through the rational use of resources (sales time, sales tools, promotion expenses and human resources), make its channels unimpeded, disappear smoothly in the field of circulation, increase market coverage in the region, improve sales performance and reduce sales expenses.
(a) drug circulation channels:
1, under normal circumstances, the drug circulation channels are:
Pharmaceutical companies-distributors-hospitals, retail pharmacies-patients
businessperson
2, drug circulation process in the hospital:
Dealers, pharmaceutical factories-pharmacies-small pharmacies-doctors-patients
(2) Smooth drug circulation channels.
It should have been very easy for a new drug with definite curative effect and certain market to be accepted by dealers or hospitals. However, due to the sharp increase in research and development of new drugs in recent two years, dealers or hospitals have a lot of choices, which leads to the problem of difficult sales of new drugs. If a new drug wants to be finally consumed by patients, we must first ensure the smooth channels.
1, the dealer clears:
(1) Attractive business policies:
note:
A, always talk about everything from the standpoint of customers (distributors)
B fully expound and carefully calculate the unusual benefits brought to him.
C. communicate the lofty goals of the present and the future.
(2) Good friends and partnerships
A, fully respect each other, move with sincerity, and conquer each other with sincerity.
B, good communication skills, frequent communication and close relationship.
C, correctly apply the principle of interest-driven, and handle the relationship with companies and individuals.
D, understand the needs of different customers
(3) Strong self-development market ability
A. Introduce in detail the sales force, promotion means and activities of the area (region) under its jurisdiction.
B briefly introduce the company's promotion and development strategy for the national market.
C. Learn more about the efficacy, indications and application promotion of the company's products.
D. Explore ways for both parties to jointly develop the markets in their respective regions (regions).
With the above three items, it should be very easy for a new drug to be recognized and accepted by distributors.
2, the hospital pharmacy (also known as large pharmacy) dredge.
(1) New drugs enter the hospital warehouse:
A, collect hospital information in detail (including dean, pharmaceutical affairs management committee, director of pharmacy department, purchasing or planner, director of product-related departments, experts or important doctors, and even relevant officials of health bureau who manage the hospital).
B, find out the key figures that affect the drug procurement in our hospital, and conduct a comprehensive and detailed investigation and understanding, especially his special needs and difficulties.
C, contact with important people (may be the dean, director of pharmacy, head of relevant departments, etc.). ) to persuade them to make a decision.
(2) Maintaining drug purchase: Although it is an important step for new drugs to enter the drug store, it is even more arduous and long-term and difficult to maintain a certain number of drugs for a long time. Therefore, it is necessary to maintain frequent contacts, deepen mutual understanding, and deal with the problems arising from the cooperation between the two sides from a long-term perspective.
3, hospital pharmacy (small warehouse, small pharmacy) dredge, dredge this link, and the pharmacy head (group leader or supervisor) to maintain a good personal relationship is very important, so you have to do:
(1) Pay more attention to him and meet his needs.
(2) Visit frequently to deepen your impression and understanding.
(3) Reasonable communication expenses
Larger hospitals and pharmacies (large pharmacies) are responsible for purchasing drugs from drug distributors and keeping them properly, while small pharmacies are responsible for receiving and distributing drugs. If it is not unblocked, the medicine will not be taken out of the pharmacy. When doctors prescribe, patients have nothing to take in small pharmacies (outpatient pharmacies, inpatient pharmacies, specialist pharmacies), but the products are "sleeping" in big pharmacies. Of course, it will affect the drug intake once a month (or once a quarter).
4. Doctors who have the right to prescribe (also called clinical work or hospital promotion) want to squeeze into the market and occupy the market. The only way is to rely on doctors, who directly face patients and make drugs disappear from the circulation field and enter the consumption field through prescriptions, so as to realize drug sales, create benefits for the company and ensure the company's reasonable profits. This requires doctor Yamatonokusushi to fully understand the products, expand market share and increase prescriptions, but it must be aimed at key doctors. Usually in hospitals above the provincial level (especially medical affiliated hospitals), the authority and guidance of superior doctors are particularly prominent. Therefore, department directors (including experts), attending doctors and general residents are the most important doctors and the key prescribers, and it is particularly important to clear the prescription links of doctors. The core dredging methods are as follows:
(1) Face-to-face visit: From the current sales situation of medicine and pharmaceutical industry, face-to-face visit (in person) is the most important method in sales work, accounting for more than 80% of the sales room. It is to sell yourself to doctors (pharmacists) one by one, and promote the application of leaflets, small gifts and personal charm literature samples of the company's products. The purpose is to let the doctor accept it from the heart and let the doctor prescribe the medicine produced by our company.
First, targeted, that is, in-depth discussion and understanding of specific people, specific problems, both sides and products to meet the needs of different levels and different expectations.
B, face-to-face conversation with each other, full of intimacy, easy-going atmosphere is easy to establish the foundation of long-term close cooperation with each other.
C. Face-to-face visits consume a lot of time and cost, and at the same time, they also require high quality and sales skills, so the effects produced in unit time are very different.
D, product introduction is not systematic.
(2) Characteristics of clinical meetings:
A, information can be transmitted to multiple doctors in a short time, with high efficiency and cost saving.
B, introduce the complete system of products, but the depth is not enough to take into account the specific requirements of specific doctors.
C. the combination of speech and discussion will make up for the lack of depth.
D, unable to establish close personal relationships
The above two forms (face-to-face consultation forum) are two important methods of clinical work, and the principles are as follows:
Spend enough money on important doctors through frequent personal visits.
For general target physicians, hold small-scale seminars in departments to introduce companies and products, influence and persuade them.