Drug sales summary 1
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 reasonably (including time) 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 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.
Drug sales summary II
I have been in the company for two months, and I have learned product knowledge through training and self-study, and I have also made some summaries by expanding various channels. Through observation and understanding, I realized the company's corporate culture, the company's advantages and the places that need to be worked hard. I have improved myself in the past two months, but I also know that there are still many shortcomings. Try to give full play to your strengths and make up for your shortcomings in future work. Now I report my work and ideas to the leaders and colleagues.
1. Understanding of company products and sales.
However, it is mainly marketable products and health nutrition, and it has been selling health food for more than three years before. I seldom come into contact with the extracts of precious Chinese herbal medicines. After two months of study, I learned something about Dendrobium, Gastrodia elata, Eucommia ulmoides, Pueraria lobata and American ginseng. The company has certain advantages in raw materials, Dendrobium planting technology and production and processing technology. The planting technology and production and processing technology are mature, and the products have high quality, good curative effect and no toxic side effects, which has potential demand for consumers' health. However, through the expansion of a large number of fields and channels, the popularity and reputation of our products still need to be improved. In the long run, we intend to make our products last for a long time and our company last for a long time. Only by branding products, raising their popularity through various means, cultivating consumers and instilling the importance of "homology of medicine and food" health care, consumers will be more likely to accept the company's products and enterprises will have greater development. In all future work, we will devote ourselves to the promotion of the company's products, and we can do some publicity activities in a proper amount, such as the promotion of high-end residential areas, if it is in line with cost saving.
Second, an overview of product channel expansion
Hospital, ran a lot of channels. Shang Chao, fitness clubs, gift companies, pharmacies, etc. In the past, the company only involved in the development of drugs in pharmacies, and rarely involved in hospitals, fitness clubs, gift companies and other channels. After nearly a month and a half of expansion, I broadened my horizons, learned about the sales channels of health food, contacted the bosses of some companies and expanded my knowledge. At the same time, I also realize that some channels are difficult to develop, such as drugstore channels, because most pharmacies have low prices of health food, with advertising support and no support, and it is difficult to sell products in pharmacies for the time being.
Because most hospitals can only prescribe prescription drugs, and there are restrictions on policies and systems, it is difficult for hospitals to make breakthroughs at present. The consumers of fitness clubs have high purchasing power and are suitable for the sales of company products. They have been to many health centers. At present, they have cooperated with a massage health center and will continue to do this work in the later period. Gift company has a wide range of customers, high-end and low-end gifts have markets, wide demand and flexible cooperation methods, so it is also suitable for the sales expansion of the company's products. In the future, we will focus on this aspect, and the work direction will change from comprehensive expansion to key expansion. Combine the characteristics of the company's products, run more channels suitable for the company's products, strive for breakthroughs in these areas, and take fewer detours. "
3. Understand the corporate culture of the company
I always think that the corporate culture and management of a company are very important. Since I entered the company, I have been very quiet at work in the morning. Everyone is doing their own thing, no chatting, no idle play, colleagues are very practical, easy to get along with, and the atmosphere is very harmonious. But at the same time, I feel that there is too little communication between management and employees, and I hope to get communication and criticism to help correct my work and self-deficiency.
Four: my strengths and weaknesses in my work.
Because I have been engaged in conference marketing of health food for three years before, and I have also worked as the store manager and regional sales manager of health nutrition specialty store in Deweikang Bioengineering Co., Ltd., the company attaches great importance to training and learning, so I have accumulated some sales of health food. I worked in Deweikang for half a year, never being late or leaving early, and worked as a miner. I strictly abide by the company's rules and regulations, attach importance to the relationship between colleagues, do not discuss the right and wrong between the company and colleagues, safeguard the company's image, especially abide by the company's financial system, and do not be greedy for things that do not belong to me. What I care about is the improvement of my ability. I have a suitable platform to play my strengths, but there are also many shortcomings.
1. I feel that my professional knowledge is not perfect and I am not good at it, so I will read some books about Gastrodia elata and Dendrobium in the future.
2. The knowledge of marketing and management is far from enough, so we should strengthen our study in this field in the future.
3. Improve their own business level, be familiar with the work flow of each position, and improve their ability to find, analyze and solve problems.
Cultivate the habit of summarizing frequently, summarize daily, weekly and monthly, find out your own shortcomings, improve work efficiency and performance through improved methods, and improve negotiation skills, management ability, professional knowledge and execution. In short, I will devote myself to learning, summarizing and improving in the future.
Five: Some suggestions
1. Because there is no perfect product information to visit customers at present, it is not conducive to the development of the work, so it is recommended to make simple and clear product information in time.
2. Communication between departments, communication between leaders and employees, so as to understand the company, planning, as well as their recent work deficiencies and other information.
20__ is a life-and-death year for the pharmaceutical industry. The national drug policy is more and more clear, and the supervision is more and more strict. During this year, I saw countless colleagues fall down and had to switch to other industries. However, our company's business has not stopped falling, but has grown in a big arc, deeply feeling the correctness of the company's leadership decision and the company's rapid transformation.
Although we have passed a dangerous transition period in 20__, ahead of the same industry, but in the sales process of 20__, many shortcomings have been reflected. First of all, the market share is too low, although the growth rate is high, but the benchmark is too low, and the absolute value of sales is not great. Although it is better than local general enterprises, it is still too low compared with large local enterprises.
First, the customer layout is not perfect, only a few markets have goods, or the quality of customers is too poor to cultivate loyal customers, and there are still many market gaps, which need to be further improved. Second, some salespeople can't sell their products well, and their sales skills and abilities need to be improved. They need to continue to strengthen their study and training in the coming year. Third, product standardization and improvement. Although there is still some confusion in the current pharmaceutical market, its trend is clear and it must be more and more formal. For example, the company's headset sales accounted for 60% of the total annual sales, indicating that the products produced by the company must be improved in accordance with the requirements of drug laws and regulations. This year, many markets have been unable to sell imperfect products normally.
This has caused a large number of returns and brought a lot of unnecessary losses to the company. Fourth, the company's product quality needs to be improved. For example, the leakage of loquat cream, improper sealing of packaging bags and untimely packaging of products are all factors that affect the sales volume. All the above needs all our staff to improve and improve in the coming year.
In next year's work, we should not only gradually solve the problems found in this year's work, but also reduce costs, save expenses, enhance product competitiveness and maximize benefits for the company while ensuring product quality; Strive to achieve a 20-year sales growth rate of 100%. The year 20__ is an era full of opportunities and challenges. This year, more pharmaceutical companies will be eliminated and more key product companies will grow up. I believe that with the correct leadership of the company leaders and the joint efforts of all employees, the company will definitely make a qualitative leap by the end of next year. I hope the company will make rapid progress with the arrival of 20__ years!
Summary of drug sales work 3
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.
Summary of drug sales work 4
_ _ years passed gradually. Summarizing this year's drug sales can better prepare for next year's work.
First, strengthen study and constantly improve ideological and professional quality.
There is no end to learning, and there is no end to learning. Only by constantly charging can we maintain business development. So, I have been studying hard. Over the past year, the company has organized computer training, medical knowledge theory and various learning lectures, and I have participated in them seriously. By learning knowledge, I can establish an advanced working concept and make clear the direction of my future work. With the development of society and the update of knowledge, I am also urged to keep learning. Through these learning activities, I have continuously enriched myself, enriched my knowledge and insight, and prepared for better work practice.
Two, realistic and innovative, conscientiously carry out the work of drug investment.
Investment promotion is the primary task of the Investment Promotion Department. Although the investment promotion work in the past 20 years has not developed by leaps and bounds, we have also made small innovations in reality. Our company's agents are scattered, and most of them are customers who do terminal sales. It is also very troublesome to manage and the price will be chaotic, which will affect the sales of business managers. Therefore, we will transfer some retail investors to local business managers for management, which will correspondingly reduce a lot of waste and shortage; Select some products for business managers to attract local investment. Business managers know the situation of agents very well, and can not only recruit satisfactory agents, but also expand the investment promotion work more widely and improve the overall sales of the company.
Third, work hard and complete the work assigned by the company.
Although this year's investment promotion work has not experienced great ups and downs, it is also very complicated, including the mailing of customer information, the telephone call back before and after the customer's sales, the inspection of agents, and the daily chores of customers, such as inspection, fax information, marketing coordination, etc., all need to be carefully completed by the staff. For every task assigned by the company, I use my enthusiasm to complete it, and I can basically be "diligent, high-quality and efficient".
Fourth, strengthen reflection and sum up the gains and losses of work in time.
Reflecting on this year's work, while enjoying the achievements, I am also thinking about the shortcomings in my work. Disadvantages are as follows:
1, the research on drug investment promotion is not deep enough, and the thinking on investment promotion practice is not enough, so it is impossible to record some ideas and problems of drug investment promotion in time for reflection.
2. In terms of drug investment promotion, I intensified my study on drug investment promotion this year, and carefully studied some theoretical books on drug investment promotion, but the application in work practice was not in place, and the research was not detailed and practical enough to achieve my goal.
3. I don't have my own ideas on investment promotion. In the future, I will try my best to find out some ways to attract investment in drugs, and do my bit to create a new world of drug investment in our company.
4. Obsolete work concept, no advanced work concept, low work dedication, no 100% investment, no tension and relaxation. The "concept change" is not in place, and the work is rigidly adhered to the habit. Bad work habits and styles on weekdays are hard to get rid of. On the day of 2 1 century, as a new supplementary force of the company, "changing ideas" is also our top priority.
To sum up, the overall work has been improved, and some other work needs to be improved. We should be more conscientious in the future and successfully complete the tasks assigned by the company.
Drug sales work summary 5 pages
During the probation period of more than three months, I learned a lot of sales knowledge with the help of leaders and colleagues, and got a certain understanding of the company's sales process; I also have a certain understanding of my sales position. The following are some of my work experiences in the past few months. I hope the leader will correct my shortcomings and let me study better.
Because I have some customer information at hand, I called the office for half a month when I first started selling, because the customer wouldn't tell you in detail on the phone, but later I found that it didn't achieve the expected effect, and the customer sometimes got impatient on the phone, so I changed my strategy and took the initiative to come to the door, which a salesperson must face. Nobody told me what to do. In the early stage of running, even the customer's door can't get in. After eating the "doornail" again and again, I summed up the way to break into the customer's door. Don't be afraid of the long journey, don't be afraid that the door is not easy to find, be patient, the doorman at the door always has time, the tiger always has time to sleep, and there are always "enthusiastic people" who will tell you where to find the door. When a customer goes once, people may not remember you, so always take photos with the customer to remind him of you. Because customers will meet many salespeople every day, you must be remembered by customers. I am very happy about this, because I know who I am as soon as I go to the client.
First of all, we must understand the workflow and aim at different sales varieties. When I first faced this job, I felt very confused and didn't know where to start, but under the guidance of the leaders, in the past few months,
I have an in-depth understanding of the sales process, including product sales, return and out-of-stock handling and reconciliation. Leaders and colleagues often teach me some experiences and take me to visit some customers and leaders. After returning to the company, I will analyze and explain them carefully, which is of great help to my work.
Secondly, it is the study of professional knowledge. As a salesperson, it is essential to learn professional knowledge. If I don't know the performance, characteristics and uses of the products I sell, I can't introduce my products to customers well, or even let customers know more about the products, and miss the opportunity to consult customers, so in order to do a good job in sales, I will learn some information about the company's products in my spare time.
After several months of training, I have summarized the current sales work as follows: First, we should be diligent and practical, learn more about the sales of our products where we already have products, and learn some project information by the way to see if we need other products of our company. For the shops around us that have not cooperated with our company, we should bring enough information to introduce our products and let them know about our company in order to achieve the purpose of future cooperation.
It is not enough to be diligent in sales, but also to have good communication skills. As a salesperson, in addition to signing a contract to sell things, we also need to check the return, which requires good communication skills. At present, my main direction of efforts is to improve my working methods, study the company's product knowledge deeply, make full use of the resources of manufacturers, and gradually change the passive sales model into active sales to improve the sales level.
In the past few months, with the help of leaders and colleagues, I have learned a lot of knowledge and have a certain understanding of the work of the sales position. I will devote myself to my future work and study with more full spirit and abundant energy, and strive to become a qualified salesperson.
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