A period of work ended before you knew it. This is precious working time and we have gained a lot. Write a summary of our work, draw lessons and guide our future work. You can refer to the model essay before writing. The following is a summary model of medical work (selected 6 articles) for reference only. Welcome to reading.
Summary of medical work 1 According to the objectives of Chinese medicine work issued by the Municipal Bureau at the beginning of 20xx and the plan of Chinese medicine work of the township government in 20xx, through the efforts of all Chinese medicine workers in our hospital, the task of Chinese medicine work in 20xx was successfully completed. Now the work of Chinese medicine this year is summarized as follows:
First, earnestly strengthen the organization and leadership of the creation work.
This year, our hospital will continue to include the establishment of an advanced county for rural Chinese medicine in Shandong Province in the hospital's work objectives, and will also be included in our dean's long-term planning objectives and social and economic development plans; Under the leadership of the president, it was implemented layer by layer, and the leadership of the creation work was effectively strengthened. And the establishment of Chinese medicine department, equipped with personnel, equipped with full-time cadres, the implementation of specialized personnel, so as to strengthen organizational construction and ensure the smooth progress of Chinese medicine work.
Two, rational allocation and full use of local Chinese medicine resources
According to the plan at the beginning of the year, we rationally allocated and fully utilized the medical resources of traditional Chinese medicine this year. By the end of 20xx, after reasonable allocation, 30 administrative villages and 2 village health stations in our township have been transformed according to the standards. Effectively strengthened rural Chinese medicine services.
Three, standardized management of traditional Chinese medicine archives.
In 20xx, our hospital implemented standardized management of TCM work files. The contents of the TCM ledger include the roster of TCM personnel, the summary of basic information of TCM personnel, the registration form of TCM departments, the statistical table of TCM work, the statistical table of TCM business income, the registration form of TCM academic papers, etc., and there are special personnel for statistical analysis.
Four, to further implement the special funds for traditional Chinese medicine and create funds.
In 20xx, the township government gave policy guarantee and support to the development of traditional Chinese medicine. According to the establishment standard, arrange special funds for traditional Chinese medicine according to the per capita 0.3 yuan/person level within the jurisdiction. The special funds allocated this year have increased by 25% on the basis of last year. It is used in medical treatment, teaching and scientific research of traditional Chinese medicine, which ensures the stamina of traditional Chinese medicine and promotes the sustained and healthy development of traditional Chinese medicine.
Five, strengthen infrastructure, improve and perfect the three-level network of traditional Chinese medicine.
This year, in accordance with the requirements of the "Construction Standard for Advanced Chinese Medicine Counties in Rural Areas of Shandong Province", we will earnestly strengthen the work of Chinese medicine, do a good job in the construction of Chinese pharmacy, Chinese medicine department and village health stations in township hospitals, and increase investment in infrastructure construction and necessary facilities. At the same time, strengthen connotation construction, increase the introduction and utilization of new projects and technologies, strengthen the construction of specialties and special diseases, and improve the ability to treat critically ill patients.
Six, strengthen the training of Chinese medicine talents
The training of Chinese medicine personnel in township hospitals should be planned and targeted. In 20xx years, township TCM personnel gradually improved their professional knowledge of TCM through various forms of training and learning. And formulated a systematic training program for rural doctors, so that rural doctors in our township can get systematic and long-term training. In 20xx, on the basis of training personnel, the research, scientific research projects and application of achievements highlighting the characteristics of traditional Chinese medicine were completed, which were used to guide the clinical treatment of traditional Chinese medicine, promoted the dual development of traditional Chinese medicine in our township, and laid a solid foundation for creating an advanced county of traditional Chinese medicine in rural areas at the provincial level.
In 20xx, taking the opportunity of establishing an advanced county of rural Chinese medicine at the provincial level, we will further strengthen the work of Chinese medicine in our city, comprehensively promote the construction of Chinese medicine, and create a new situation in the work of Chinese medicine in our hospital.
Medical Work Summary 265438+1On the morning of October 23rd, Jincheng Pharmaceutical's 20xx Annual Work Summary Commendation Meeting was held in Jincheng Hall. The meeting comprehensively reviewed the work of 20xx, clarified the management ideas of 20xx, and looked forward to the future development prospects.
Zhao Hongfu, Chairman of the Group Company, Zheng Gang, General Manager, Zhao, Chairman of Jincheng Pharmaceutical and Zhang Xuebo, General Manager attended the meeting. More than 300 people attended the meeting, including all employees of the head office, directors and above, commended personnel and company employee representatives.
Li Jiaquan, executive deputy general manager of Jincheng Medicine, presided over the meeting.
There are five agendas in this meeting, namely: reading out the commendation decision, awarding prizes, the general manager's 20xx annual summary report, the chairman's work exchange, and Zhao Zong's speech of the group company.
According to the agenda of the meeting, General Manager Zhang made a work report on "Standing at a new starting point, marching towards a new journey and meeting the new challenges of enterprise transformation and development", comprehensively reviewed the overall operation of the enterprise in 20xx, deeply analyzed the situation and challenges facing the company's future development, and elaborated the company's work plan and measures in 20xx.
In the report, Zhang pointed out that in 20xx, under the correct leadership of the group company and the board of directors, and with the efforts of all employees, the company's "two-wheel drive" economy operated, production and sales flourished, and corporate benefits continued to maintain a good momentum of rapid growth. The company's management and control ability and capital operation ability were further enhanced, and the work of "building three platforms, enriching industrial chain, basic work, human resource management and cultural brand building" was greatly improved.
The report pointed out that 20xx is the first year of the company's five-year strategic planning, the last year of the company's three-year equity incentive, and the key year for the company to transform into a pharmaceutical enterprise. The company should give full play to the strategic synergy effect of the whole industrial chain, launch "two working lines" around "five fundamentals", adhere to "six key points", and fully complete the 20xx annual financial budget indicators and various management objectives.
In the work exchange entitled "New Five Years, New Journey, New Realm", Chairman Zhao discussed the past five years, 20xx years' work review, planning for the next five years, and 20xx years' work ideas.
Chairman Zhao pointed out that with the efforts of all parties, the company successfully laid out in 20xx, the pharmaceutical industry chain became more complete and rich, and the work level of "organizational innovation, business innovation, management innovation, scientific and technological innovation, team and enterprise brand culture construction" was significantly improved.
Chairman Zhao expounded the development goal in the next five years from the aspects of "compound growth rate of scale, market value and development vision", and elaborated the future development strategy from two aspects of strategic positioning and strategic thinking.
When looking forward to the work in 20xx, Chairman Zhao analyzed the challenges and opportunities in macro-economy, industrial policy, safety and environmental protection, market environment, legal environment, internet plus, social change and team competition, and expounded the work ideas in 20xx from the key words of "integration, promotion, expansion, internet plus and internationalization", with emphasis on
In his concluding speech, Chairman Zhao hoped that the company and all employees, in the brand-new development stage of the second venture, the team and every member should make joint efforts, make continuous progress and reach new heights in their careers and lives.
At the end of the meeting, Zhao Zong, a group company, made an important speech, affirming Jincheng Pharmaceutical's work in the past year, congratulating the company on its achievements in the past 20xx years, congratulating the units and individuals that have achieved good results and been commended, congratulating the company on becoming the vanguard of the city's economic development, and encouraging all employees to work hard and rely on their own efforts to promote greater development of the enterprise.
The convening of this meeting further points out the direction for the development of the company in 20xx and the next five years, and requires all employees to fully promote the scientific development of the company in accordance with the requirements of "basing on' big medicine' and expanding' big health'".
Summary of medical work 3 A few days ago, my boss took me to a private hospital to visit the manager of the purchasing department and talk about an academic cooperation agreement on an important product, which made me feel the charm of the boss's sales negotiation again. I think there are three things worth learning:
First, the thinking should be clear;
Second, the purpose should be clear;
The third is to pay attention to details.
The boss said: to do sales is to do service to some extent! Be ready to serve customers at any time. This should be one of the basic qualities of medical representatives. The boss who had a meeting a few days ago also said: Our company is a rapidly developing pharmaceutical company, and it will definitely expand on a large scale in the future, so we should all think about how to improve our quality and ability to cooperate with the company's development. To do this, I think we must first be clear: what qualities should an excellent medical representative have? I remember when I was just doing sales, an old lady told me: Doing a good job in sales is actually very simple, "one mouth and two legs". If you can add a little brains, then your sales will be better than the average person. This passage sounded very helpful to me at that time. She summed up some specific qualities that a medical representative should have, such as diligence, speaking, communication and thinking, but it is not comprehensive enough. Let me talk about some of my own views.
I think if you want to be an excellent medical representative, you must first have two basic qualities: first, good "understanding"; The second is the ability of self-motivation.
Good understanding
"Understanding" refers to people's ability to analyze and understand things. For our medical representatives, the customers we face may be relatively fixed, but even the same customer will have different needs at different times. Understanding plays a very important role if we can find the real needs of customers from the' many unclear information' transmitted by them. Only with good "savvy", he can quickly predict the behavior and reaction of the other party by observing and understanding the habits and needs of the other party, make judgments in time, conform to the habits of customers, and solve the problems of the other party, so that your sales goal is probably half realized. I think my boss should be a "smart" person when she is a representative, which can be seen from her proficiency in sales negotiation now. Think about myself, this may be what I lack most. I have always been a diligent person with insufficient understanding. Perhaps this quality is largely innate and difficult to cultivate the day after tomorrow.
Self-motivation ability
Tsigra is an authoritative expert on motivation in the United States. He once compared motivation to the starter of an automobile engine. Without a starter, the engine will never output power. Self-motivation means that the medical representative must have an internal driving force, which makes him personally hope and need to make "successful" sales; Not only for money, but also for the appreciation of superiors. Of course, from the psychological point of view, the average person's job is an opportunity to earn more pay and promotion, which is also the case in reality. However, if there is no internal driving force, when his work reaches a certain level, his sales performance will basically stagnate, can only maintain this level, and even begin to decline gradually, and soon become an ordinary salesperson. For our medical representatives, we often encounter various unsatisfactory situations in the process of visiting customers, which is a challenge for us, and medical representatives with good self-motivation ability can often give full play to people's potential and try their best to overcome difficulties in order to achieve the purpose of sales. Although the purpose of his work is not entirely for reward, he can actively explore the market and hope to have good results. Being a medical representative has great freedom, and it is difficult to control the organization because the setting of work plan and schedule mainly depends on individuals. People who lack self-motivation often lack enterprising spirit in their work, and even have lazy mood; Representatives with strong self-motivation will manage themselves well, constantly meet challenges, and constantly learn new sales skills and professional knowledge in order to make greater breakthroughs. I think I have some of these qualities, but not enough.
A person's sales ability is determined by the interaction of these two basic qualities. Specifically, an excellent medical representative should have the following abilities:
1, diligent. I think this is the first one. Diligence can make up for it Diligence means devotion and endurance that ordinary people can't match. Even if you are frustrated again or your grades drop, you can still go ahead, never back down, and finally you can achieve your goal.
2. Master the necessary knowledge. As a representative of professional medicine, the importance of product knowledge is beyond doubt, so I won't say it here.
3. Communication skills. Good communication skills can help you achieve your goals faster. Communication is divided into two sides: one is listening and the other is telling. A medical representative should not only master the ability of listening and telling, but also cover some useful negotiation skills. He can understand each other's meaning through communication and grasp some sales entry points. Of course, in the process of communicating with customers, representatives also need to know the information of competitive products and some useful market information.
4. Collaboration ability. I personally have a deep understanding of this. To achieve sales performance, we must rely on the team. No matter how strong the individual ability is, it is impossible to bring the overall sales to a large scale. The barrel theory tells us that the ability of a team depends not on the person with the highest ability, but on the person with the lowest ability. The new barrel theory also holds that the business personnel with higher ability can help the business personnel with lower ability to make up for the deficiency, thus making the team ability rise to a higher level.
5. Service awareness and ability. Doing sales means doing service from a certain angle, so the awareness and ability of service are also very important.
6. Learning ability. There is an old saying in China that it is never too old to learn. Medical representatives are faced with a rapidly changing market and customers who are good at learning and progress. Therefore, they must keep learning, absorb nutrients from the market, take customers as the learning object, and acquire the latest knowledge through reading and the Internet, so as to improve and enhance their abilities and freely cope with the ever-changing drug sales market.
Well, having said so much is also a spur to myself. Compared with ourselves, many places still need improvement and efforts. "The road is long, Xiu Yuan, and Xiu Yuan is Xi. I will pursue it from top to bottom." I will keep moving forward on the road of pharmaceutical sales and realize my life value!
Summary of medical work 4 Time flies, and another year has passed in a blink of an eye. It has been more than a year since I came to the northern pharmaceutical chain. With the enthusiastic help of leaders and colleagues, I am now familiar with the work of the quality control department. Here, I would like to express my heartfelt thanks to the leaders and colleagues of the company! Thank you for your support and cooperation in my work, so that I can successfully complete all the work. In the past year's work, I have done all the work conscientiously and responsibly in strict accordance with the company's management system and GSP requirements. Now I will summarize my work in 20xx as follows:
1. Under the leadership of General Manager Liu, first of all, we know who I work for and how to do my work well, which gives me a new understanding of my work. Working is not for others, but for myself, which strengthens my sense of responsibility and improves my comprehensive quality. Secondly, I learned the xx anniversary of the founding of the Party, corporate culture and Song of Reviving the North, which strengthened the construction of the enterprise culture of Reviving the North, made the enterprise culture of Reviving the North richer and more connotative, and embodied President Liu's far-sighted and enterprising spirit, as well as his humanistic care for the employees of the company.
2. Seriously implement the document spirit and work arrangement of the national and provincial US Food and Drug Administration, and do a good job in the drug management of our company under the supervision of the municipal US Food and Drug Administration, so as to operate according to law and standardize operations.
3. In order to ensure the product quality of our company, according to the requirements of GSP and its normative documents, the first-time enterprises and first-time varieties are strictly audited, and the files of first-time enterprises and first-time varieties are established, and 36 files of first-time enterprises are established in 20xx.
4. Supervise the standardized management of suppliers' outbound orders, urge the purchasing department to classify relevant bills in chronological order and suppliers, and supervise the purchasing department and suppliers to improve the correction procedures of varieties with inconsistent batch numbers to ensure the quality of products purchased by the company and prevent errors in drug circulation.
5. According to the requirements of GSP, all aspects of procurement, sales and storage are strictly implemented in accordance with GSP, and the quality of drugs runs through the whole process of procurement, sales and storage, actively cooperating with stores to issue the sales outbound list to stores in time. In all aspects of procurement, sales and storage, we always adhere to the principle of "quality first", ensure that our own drugs are qualified, ensure the safety of public medication, ensure the company's good quality reputation, and buy conscience drugs with gratitude.
The work plan of 20xx is to try to correct the shortcomings in the work and make GSP run well and continuously. All records of GSP shall be recorded in strict accordance with GSP requirements, properly kept and checked.
20xx review for half a year, the task is very heavy. I hope that all departments will actively support and cooperate, give full play to team spirit and make full preparations for review.
In order to ensure the smooth progress of the work in 20xx, I will take enterprise development as my own responsibility, work hand in hand with my colleagues, strengthen communication with all departments, make overall arrangements, and strive to achieve the successful completion of the work in 20xx.
Summary of medical work 5 In this filing work, the health center summarized the previous work experience, organized by the health center and cooperated by rural doctors, and formed two working groups, which adopted the working method of promoting the whole village, focusing on filing first and then checking for missing items to ensure that the filing objects were not missed or filled. In the filing work, the requirements are as follows: first, rural doctors must carefully organize personnel to participate in the filing work of traditional Chinese medicine as required; Second, hospital staff are serious and responsible for filing work to ensure the quality of filing work; Third, for the elderly and children aged 0-3 who have not filed in the past, all residents' files should be established, and they should be filed together with the health management of traditional Chinese medicine to ensure the integrity of various forms.
Health education of traditional Chinese medicine is an important part of health service. Our hospital has implemented the relevant work requirements of the superior documents, further strengthened the construction of Chinese medicine service capacity, and actively promoted the health management service projects of Chinese medicine. In plain language, it tells the story of providing 1 times of Chinese medicine health management service for the elderly every year, and the impact on children's 6 years old, 12 years old, 18 years old, 24 years old, 30 years old and 36 months old. The contents of health management for the elderly include TCM constitution identification and TCM health care guidance.
Constitution identification of traditional Chinese medicine. Collect information according to the first 33 questions in the Record Form of Traditional Chinese Medicine Health Management Service for the Elderly, conduct physical identification according to the criteria for determining physical fitness, and inform the clients of the identification results.
Health care guidance of traditional Chinese medicine. According to different physique, we should give corresponding TCM health care guidance from emotional regulation, diet regulation, daily regulation, exercise health care, acupoint health care and so on.
Provide TCM health guidance for parents of children aged 6, 12, 18, 24, 30 and 36 months, including:
(a) to provide parents with guidance on children's traditional Chinese medicine diet and daily activities;
(2) Teaching parents the methods of rubbing abdomen and chiropractic at the age of 6, 12 months; 18 years old and 24 months old, teaching the methods of massaging Xiang Ying and Zusanli points; At the age of 30 and 36 months, he taught the method of massaging Sishencong points.
Up to 20xx June 1 day, 2,394 TCM health management services for the elderly in this town have been identified, with a coverage rate exceeding 3 1%. Chinese medicine health management for children aged 0-36 months has served more than 850 people.
In the next step, our hospital will give full play to the unique advantages of Chinese medicine health management in the implementation of basic public health services, strengthen health behavior intervention and health guidance for key groups such as the elderly, children and sub-healthy people in various forms, and contribute to the continuous development of Chinese medicine health education activities.
Summary of medical work 6. I learned about the pharmaceutical representative industry through the introduction of media and friends before, and further understood the basic situation of the industry in the company's pre-job training. Recently, at the request of manager Wen, I read several professional books on medical representatives and benefited a lot. Tell me some of my feelings about the industry. For a newcomer, we must first make clear our position and understand the basic definition, function and value of medical representatives. Medical representatives are the transmitters of medical information, the professional guides of drug use and the image ambassadors of enterprises and drugs. The duty of a medical representative is to seek the cooperation between this doctor or hospital and our company on behalf of the company's interests, and ultimately benefit patients, hospitals and companies. Our goal is to let doctors objectively and fairly "see" the difference between the company's products and other products, and the specific benefits of this difference to both doctors and patients. In this way, our prescriptions and doctors' needs have been met.
Having made clear the industry characteristics of medical representatives, we began to work hard. The quality of work results is mainly determined by two aspects: one's own quality and marketing skills.
As a medical representative, we must have a good attitude, fully understand ourselves, understand our strengths and weaknesses, and foster strengths and avoid weaknesses; Positive, always full of sunshine in my heart, good at summing up experiences and lessons; Continuous learning, familiar with related products and marketing knowledge; Get rid of the work that releases pressure and makes you happy; There must be five hearts in work: love, responsibility, sincerity, enthusiasm and perseverance; Don't give up easily, because the sunshine is always after the storm. One of the great benefits of being a salesman is freedom. We don't have a strict nine-to-five attendance system for office workers, but people have a fatal weakness-laziness. When no one cares about you and no one forces you, inertia is likely to control your actions. Therefore, if you want to make a difference, you must force yourself to overcome this fatal weakness.
If you are ready internally, you should also create a good external professional image. The success or failure of sales mainly lies not in the charm of goods, but in the charm of salespeople themselves. Selling products is actually selling yourself. First of all, we should pack our external image, pay attention to our manners, dress appropriately, treat people with courtesy, be polite to others, and master the necessary professional business etiquette skills.
Let's talk about work skills. Before you do anything, you should be fully prepared and have a clear goal. I want to form a good habit: before going to bed every day, I habitually arrange my work for the next day, even think clearly about what obstacles I may encounter, sum up what I did today, and find out my own shortcomings and experiences. Be sure to write it down in your notes for future reference. Be sure to prepare the customer's details before work. The more detailed, the better. Rehearse the visit several times in your mind, so as to control the whole conversation and not deviate from your goals. Sales is the transmission of confidence. I believe that products are sold to change customers, and sales volume is only the result of a series of small changes.
The method of visiting customers is mainly five-step sales method:
1. Finding the right person: To establish a correct target customer, we should determine it from the doctor's potential (primary standard), the degree of acceptance of products, the sensitivity to new things and the degree of competition.
2, invitation: find a suitable environment to talk, improve efficiency, deepen the impression. In the face of customers' rejection and questions, remember a secret, redefine his questions, give short answers and state why you need a chance to talk.
3. Q: Ask questions before introducing the product. The purpose of asking questions is to confirm the gap between customers' understanding of products, so as to know what to do next or what kind of information to provide, and introduce them purposefully, saving valuable time for both parties.
4. Say: from the conclusion, from the general to the specific, don't tell the truth, say complete and professional words.
5. Conclusion: Dare to ask for the promise of taking drugs.
The key to implementing the five-step sales method is not to jump, not to reverse, but to step by step. Every cycle is a spiral process. We must try our best to lead the whole visit process and promote the sales process as soon as possible.
Generally speaking, you should be diligent in your work, be diligent in your mouth and eyes, be good at reading words, listen to the doctor's implication, be good at discovering their needs in contact with doctors, establish a file for each doctor, and have a dynamic and continuous adjustment process between "really important customers" and "customers you think are important". To master the "28" principle, 80% of sales must be created for me by the most loyal 20% customers, and must be broken one by one. Inviting guests to dinner and giving gifts is the most basic way of communication in this industry, and it is also the basis of deepening feelings, but it is not the key to becoming an excellent medical representative. If money can solve all problems, then the company won't need us. We should innovate on what others have done, instead of always following others' path. We should innovate our working methods in a targeted way, improve our work efficiency and give full play to our resources. The doctor's material reward and spiritual food are the decisive factors in our final prescription, so we should strive to become an indispensable mentor for doctors' professional knowledge and daily life. In fact, we really serve our customers. Manager Wen of the office put it well: "Can't you serve those customers for one year?" As long as you concentrate on your work, nothing can be done well. In the work, we should be diligent in summing up and thinking, not knowing how to ask for instructions from the leaders in time and report our work to the manager in time, because the manager is our strongest backing. In the office, we are brothers and sisters. Colleagues should help each other, learn from each other's strengths, make progress together, and strive to make us a competitive and mutually supportive learning team.
According to the actual situation of ourselves and the company, our professional quality is essential. We should constantly improve our study, especially the study of professional knowledge. If we want to live forever, we must study. Haosen Pharmaceutical is our home. We should love and be loyal to the company. The company provides us with a good platform, and we need to work hard to realize the value of ourselves and the company. It was my choice to come to Henan, and I was fortunate to be led by Manager Wen of Xuchang Office. Under such a good opportunity given by President Wen, I will work hard, be diligent and pragmatic, be brave in innovation, resolutely complete the task and win glory for myself and the office!
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