Summary of personal work during the probation period of pharmaceutical sales 1 Time flies like a meteor in the sky. I hope I can seize this short moment. Unconsciously, I have been in XX pharmaceutical company for a month. Looking back on the work during this period, I make the following summary.
First, the change of ideas.
Concept can be said to be a relatively fixed thing, and a person must go through a long-term ideological struggle to change his original concept. Although sales are one thing. However, different products face different adaptation groups and different consumer groups. Different companies have different sales models. We must change from passive work to active customer development and many other ideas.
Second, the implementation of post responsibility
Job responsibilities are the job requirements of employees, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and strictly demanding that my actions conform to the terms of my duties. First, I can start with product knowledge, carefully analyze market information while understanding product knowledge, and make marketing plans in time. Secondly, I often communicate frequently with sales staff in other regions, analyze the market situation, existing problems and countermeasures, so that in my daily work, after receiving the tasks assigned by the leaders, I actively start and finish the tasks on time on the premise of ensuring the quality of work.
As a salesperson, my job responsibilities are:
1, do everything possible to complete the regional sales task;
2. Strive to complete the requirements in the sales management measures;
3. Be responsible for strictly implementing all procedures of products;
4. Actively and extensively collect market information and report to leaders in time;
5. Strictly abide by the company's rules and regulations;
6. Have a high degree of professionalism and a high sense of ownership;
7, complete other work assigned by the leadership.
Third, clarify the task objectives and strive to complete them on time with good quality and quantity.
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should take the initiative to understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit. On the other hand, I want to actively think about and supplement the marketing model.
Fourth, the current market analysis
Tiopronin injection has only one customer in Kunming. Although Yunnan-Guizhou Plateau is economically backward, its market potential is huge. Generally speaking, Guizhou market is developing better than Yunnan market. Yunnan market: A customer of cefixime chewable tablets ate two tablets in March. Guizhou market: Cefoxime chewable tablets have three customers in Zunyi, Guizhou, and tiopronin injection has customers in Taiyi, Kang Xin, Minsheng and Zunyi respectively. Among them, the cumulative annual sales volume of Kang Xin in Guizhou reached 14, but the sales volume in other regions was not satisfactory. Judging from the above sales data, Yunnan is basically a blank market. Cefexoxime chewable tablets are basically blank in Guizhou. Tiopronin occupies less than one-third of the market share in Guizhou. Judging from the economic and market norms of the two places, Yunnan has an advantage over Guizhou. From the product structure, cefixime chewable tablets go to the terminal. Tiopronin injection and betaxolol hydrochloride eye drops can only be used clinically. (All clinical varieties need to win the bid when they enter the hospital, and the early development time is long). The situation is also quite grim.
In short, we should expand the market in the future and strive to double our performance.
Summary of personal work in probation period of pharmaceutical sales II. Unconsciously, a busy year has passed. In this strange city, it seems that a year has passed faster, which makes people a little reluctant to believe.
I have learned a lot in 20xx, thanks to the enterprises that accept my work, my leaders, my colleagues, my friends and my customers, because their help, trust, recognition and encouragement can make me love my work more and work harder.
Sales is a competitive industry, and it is also an industry that can exercise people. When I first started working, I really had no confidence. Instead of rising, my grades are declining. I don't know what else I can do except visit and publicize every day. After two months, I can't say that I am a new employee, and I am already familiar with the market. I should be familiar with most customers, but when the sales list comes out at the end of the month. I am always afraid to report to the director as soon as I get the bill, because it is not an exciting report card. When I got the bill, I became preoccupied and walked on the road, thinking about my lines and how to call the director. Therefore, I often can't think of any reason to protect this failed report card to ensure that I don't accept criticism. Often the director calls the next day to ask, so I have to tell the truth. Of course, criticism is inevitable.
It was always difficult to sleep at night at that time. I lay in bed, with the lights off and my eyes open, looking at the faint light oozing out, and I didn't feel sleepy at all. I'm thinking about what to do tomorrow, who to see, what to say to them, and what kind of results I hope to get. I think about these problems every night, and I do it every day. But I don't know if my grades can go up like this. At that time, the director said that if I couldn't meet the requirements of the company after the three-month probation period, I would either change the market for me or leave. I remember when I discussed this issue with the director, my nose was sore. Under such circumstances, I usually don't speak. After the director finished speaking, my heart calmed down. I asked seriously, hoping he could give me another month. Seriously, I hope he can give me another month.
However, I still hope that with my efforts, I can achieve better results and continue this job. I have trudged through the third month with the burden of being fired. Finally, when the report card came out at the end of the month, I got a call asking me to get the bill. When I was asked urgently, he joked that the company would give me a bonus this month and told me the figures. I jumped up in the room and rushed to my forehead excitedly, despite that. At this time, I still dare not call the director at the first time because I don't know how to tell him. I am afraid that I will be proud when I am excited, and I am afraid that I will misunderstand when I am calm. I didn't tell him until the next morning when I went to the pharmaceutical factory to call the director and he asked me. I remember he said three words at that time, which was not bad. This is a compliment and an encouragement to me, because the director has never praised me before, so I am in awe of him.
I still dare not relax. With this encouragement, I worked harder and my grades improved in the next two months. However, the good times did not last long. After two months, my grades dropped sharply in September and 10, and my life went back to the past and became tense. But in 165438+ 10, there was another turning point, and the quantity could return, which became a kind of self-encouragement after failure. In this way, life is changing as always, and the only thing that can't be changed is my attitude towards work. Anyway, there is no room for slack every working day, because competition is everywhere. As long as competitors see a loophole, it will definitely disturb your balance. Of course, without competition, there will be no motivation and no market.
Finally, thank you again for your leaders and colleagues. I will use my actual performance to make the sales performance by going up one flight of stairs!
Personal work summary of pharmaceutical sales probation period 3 During the probation period of more than three months, with the help of leaders and colleagues, I learned a lot of sales knowledge 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. The customer has been there once, and people may not remember you, so always take photos with the customer to remind him of you. Because customers will see a lot of sales staff and work reports every day, they will definitely remember you. I am very happy about this, because I knew who I was as soon as I went 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, I had a deep understanding of the sales process in recent months, 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.