Seven year-end summaries of medical representatives (I) 1. Current situation of medical representatives:
1. At present, the drug price is dropping again and again, and there is no more profit, and the space is getting smaller and smaller, making it difficult for customers to operate.
2. Even if some products win the bid, the sales of products are blocked for various local reasons. For example, a drug won the bid in a province, and the price is: a certain yuan, with no big customers but only small customers. Moreover, some hospitals do not sell medical insurance products at public expense, and customers are unwilling to operate. Several other hospitals stopped taking new drugs, perhaps because they could not find customers who could really handle such varieties, so it has been delayed 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 similar, it can be admitted to several hospitals and sold every month. The reason is that if you want to find it, you have to find a network. Such a supply platform is more conducive to the sales and promotion of products.
3. In the bidding quotations of various places, due to the inexperience of medical month representatives, there are often cases of losing the bid. At this point, I need to make a profound review, learn more about the knowledge of medical month representatives in the future, do enough work as far 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 you observe and explore carefully, the starting point of the topic is easy to find, so as to strive for a smooth and smooth telephone investment process. 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 improve it 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 representative market, faced with the further control of national drug supervision, distribution mode of pharmaceutical factories and hospitals and drug price management, the investment promotion of pharmaceutical representatives has been gradually strengthened, and many restrictive drug sales policies have been put in place, with a price of XX yuan. Some customers sell goods locally, but the sales volume is not large. It is understood that in a certain province and city, most hospitals will first consider whether it is the product that won the bid this year. In addition, this year's local policy is that all varieties with price limit can be shortlisted as long as the quotation is within the price limit. In this way, most of the market has been occupied by products that have been opened before, and each hospital can only enter two specifications (two regulations for one product), so the market that can be operated at present is not very large, and the space that can be operated is very small.
In the province, the sales of the winning products in XX area I am responsible for are not satisfactory, and there are not many varieties that real customers can operate. There are several main reasons for the analysis:
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 sales specialty of the customer (the wrong person can't be found).
Seven selected essays on the year-end summary of medical representatives (part two) I started as a medical representative in XX market in XX province in 2000, and experienced the whole process of starting, frustrating and restarting the turnover of XX market. Now I will report my work in the past two years as follows:
I. Market situation
1. At present, the drug price is dropping again and again, and there is no more profit, and the space is getting smaller and smaller, making it difficult for customers to operate.
2. Even if some products win the bid, the sales of products are blocked for various local reasons. For example, a drug won the bid in a province, and the price is: a certain yuan, with no big customers but only small customers. Moreover, some hospitals do not sell medical insurance products at public expense, and customers are unwilling to operate. Several other hospitals stopped taking new drugs, perhaps because they could not find customers who could really handle such varieties, so it has been delayed 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 similar, it can be admitted to several hospitals and sold every month. The reason is that if you want to find it, you have to find a network. Such a supply platform is more conducive to the sales and promotion of products.
3. Due to the lack of medical experience, bidding failure happens from time to time. At this point, I need to make a profound review, learn more medical knowledge in the future, try my best to do enough work 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 you observe and explore carefully, the starting point of the topic is easy to find, so as to strive for a smooth and smooth telephone investment process. 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 improve it 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, faced with the further control of national drug supervision, distribution mode of pharmaceutical factories and hospitals and drug price management, pharmaceutical investment has been gradually strengthened, and many restrictive drug sales policies have been introduced, with the quotation of xx yuan and xxxx yuan. Some customers sell their goods locally, but the sales volume is not large.
It is understood that in a certain province and city, most hospitals will first consider whether it is the product that won the bid this year. In addition, this year's local policy is that all varieties with price limit can be shortlisted as long as the quotation is within the price limit. As a result, most of the market was occupied by the previously opened products. In addition, each hospital can only enter two specifications (one product and two regulations), so the market that can be operated at present is not very large.
20xx years have passed quickly. I have been in the company for more than half a year, and now it is the beginning of a new year. Here I will make a summary of my work in the past six months and make plans for this new year.
First of all, I want to thank my leaders and colleagues for their support and help in my work. Thank you! Thank you! Medical representative is a highly competitive industry, and it is also an industry that can exercise people very much. Maybe this is my first sorrow when I first entered this industry. When I first started working, I really had no confidence. I'm confused and don't know what to do. Fortunately, with the help of leaders, supervisors and colleagues, I gradually became familiar with the process. Of course, I can only say that being familiar with the process does not mean how much my ability has improved. Visiting publicity every day, my performance has not increased much, but will decline. I'm ashamed here, too, and failed to live up to the training of leaders and supervisors.
In fact, in my line of work, I feel that I don't need a lot of sales experience, mainly the relationship with customers. If you have a good relationship, you will naturally want to increase the quantity. This is a very simple matter. Of course, it is very important to be a person to do sales first. To make products, we must first have a deep understanding of our own varieties. How can you communicate with others if you don't know your own business? Then there are five diligence, namely, brain diligence, leg diligence, eye diligence, mouth diligence and hand diligence. Everyone may know and understand these lessons, and this is what leaders often preach, so I won't explain them here.
I haven't done very well in these aspects, maybe I haven't worked hard enough, which is also the direction I will improve and work hard in the future. I hope you will give me more advice then. Although I haven't achieved much in my work in the past six months, these are some skills I have summarized and learned under the leadership of my leaders.
In this new year, I want to make use of the skills I have now, and with the help of leaders, supervisors and colleagues, I have made a plan for myself:
1, and strive to increase its sales. In case of development, it is necessary to do a good job of maintenance and follow-up, avoid unnecessary out-of-stock and out-of-stock behaviors, and do everything possible to add luster to the relationship with customers;
2. At the same time, develop some new products while completing the sales of existing products, with the goal of "where there is a hospital, there are our varieties";
3. We should constantly strengthen our business ability, read more product information and related knowledge, learn more, communicate with colleagues and leaders, and learn better ways and means from them;
4, work hard, actively cooperate with the leadership, complete the work assigned by the leadership, so as to put an end to procrastination today, strengthen reflection, sum up the gains and losses of work in time, correct mistakes and correct attitudes.
I hope that in the new year, with the support of leaders, let's work together to a higher level, for the office, and of course for ourselves. Don't be stopped by difficulties. Believe in your own efforts, and believe that under the leadership, we will create a brilliant tomorrow.
Seven selected articles summarized by medical representatives at the end of the year (Part IV) How time flies, and 20xx years have passed in a hurry in the blink of an eye. Looking back on this year, it was a tense year and a full year. Looking forward to the new year, I will sum up experience, learn lessons, work harder, and devote myself to my work with more full spirit and down-to-earth work style.
Since I entered the pharmaceutical work, I have always treated my work with a diligent and down-to-earth attitude, and always believed in the hospital motto of "harmony, innovation, economy, pragmatism, high efficiency and honesty" to regulate my behavior, taking being a qualified pharmaceutical technician as my motto and demanding myself with strict standards. During this period, I deeply realized that if I want to be a qualified pharmaceutical technician, I must abide by professional ethics, further improve my own quality and professionalism, work with integrity, and establish a correct world outlook, outlook on life and values. The work in recent years is summarized as follows:
First, political and ideological aspects.
I love my motherland and people, support the Communist Party of China (CPC)'s leadership, understand and care about the principles, policies and lines of the party and the country in time, and firmly establish a correct world outlook, outlook on life and values. Seriously participate in political study, and strive to rapidly improve their ideological awareness, theoretical level and professional ability through continuous learning. I always insist on being strict with myself, work hard, always keep in mind the party's purpose of serving the people wholeheartedly, and strive to do my job well in ordinary and ordinary jobs.
Second, in terms of work.
1, strictly abide by the rules and regulations of the hospital; Go to work on time, don't be late, don't leave early, do a good job in sanitation and safety of water and electricity doors and windows, and then get off work.
2, actively familiar with and master the efficacy and ingredients of various drugs, to ensure that patients can get services in the shortest possible time.
3, seriously study the responsibilities of pharmacists, to prevent mistakes and accidents.
4. Insist on participating in various studies and meetings in the pharmacy, better and more comprehensively grasp the workflow of the pharmacy, and formulate rules and regulations suitable for your relevant positions in combination with the actual work of the pharmacy;
5, the deployment of prescription to do four check ten pairs, to standardize the prescription, the prescription is not suitable for medication, abnormal refused to deploy.
6, carefully check the prepared prescription, check whether the quantity and specifications meet the requirements.
7. Please get the medicine on time. Please get the medicine from the warehouse according to the regulations, and put it in storage.
8, according to the provisions of the distribution of drugs, can board the prescription of the second class of drugs on time.
9. Keep clean and tidy, dignified in appearance, steady in behavior, polite, simple and generous;
10, decent style, serious work.
Third, in business learning.
Actively participate in various activities of this major, strengthen the study of basic theoretical knowledge of pharmacy, constantly enrich and update their own knowledge, understand and master new academic trends in the field of pharmacy, master basic theories, basic knowledge and basic operational skills of pharmacy, and use professional knowledge of pharmacy to guide practice. With the deepening of medical reform, the rapid development of pharmaceutical industry and the transformation of Yamatonokusushi's functions, modern pharmaceutical service has changed from "drug-centered" guarantee to "patient-centered" technical service mode, and has become the main body of service. Therefore, we constantly absorb and apply domestic new theories, new knowledge, new technologies and new methods. At the same time, the development of modern pharmacy has expanded the field of pharmacy work, which has put forward new tasks and challenges for hospital pharmacists, and also provided opportunities and space for hospital pharmacists. In the new era, hospital pharmacists should assume the responsibility of rational, safe, effective and economical hospital pharmacy development and hospital drug use.
As the saying goes, "no one is perfect without gold", I still have many shortcomings. I will seriously reflect, learn from each other's strengths, strive for a higher level, and make pharmacy better.
Here, thank you for your concern and support. I set strict demands on myself with higher standards, learn from others' strengths with an open mind, make my professional level constantly improve and perfect in my work, earnestly perform my post responsibilities, work hard, love my job, always maintain a strong spirit and full enthusiasm for work, and strive to contribute to the bright future of the pharmacy.
Seven selected works of year-end summary of medical representatives (5) 1. 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. Therefore, I have been actively studying. 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, be realistic and innovative, and do a good job in the sales of drugs and drugs.
Pharmaceutical sales is the primary task of the pharmaceutical sales department. Although the pharmaceutical sales work in 20xx has not developed by leaps and bounds, we have also made some 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 sell drugs locally. Business managers know the situation of agents very well, so they can not only recruit satisfactory agents, but also expand pharmaceutical sales more widely and improve the overall sales of the company.
Third, work hard and complete the work assigned by the company.
Although the pharmaceutical sales have not experienced great ups and downs this year, the work is also very complicated, including mailing customer information, calling back before and after sales, investigating agents, and daily chores of customers, such as inspection, fax information, marketing coordination, etc., all of which need to be carefully completed by 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 study of pharmaceutical sales is not deep enough, and the practical thinking of pharmaceutical sales is not enough, so it is impossible to record some ideas and problems of pharmaceutical sales in time for reflection.
2. In the aspect of medical sales, I intensified my study on medical sales this year, and carefully studied some theoretical books on medical sales, but the application in work practice was not in place, and the research was not detailed and practical enough, which failed to achieve my goal.
I don't have my own ideas in medicine sales. In the future, I will try to explore some ways of pharmaceutical sales and do my bit to create a new world of pharmaceutical sales for the company.
4. Old work concept, no advanced work concept, low work enthusiasm, 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. 2 1 century today, as a new supplementary force of the company, "changing ideas" is also our top priority.
Summing up 20xx years, 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.
Time flies. I have been in this team for almost a year. First of all, I want to thank the company for giving me this opportunity and platform, so that I have a deeper understanding of the pharmaceutical marketing industry and a better understanding of myself, and I have realized my dreams and values on this platform.
I thank the manager for his cultivation and trust, the supervisor for selflessly teaching me everything he knows, colleagues for their mutual support, customers for their support ... too many people need to be grateful, and thank you for your selfless help.
Here, I will make a small summary of what I have learned from you this year.
Medical representative is a highly competitive industry, and it is also an industry that can exercise people. Actually, in my line of work, I don't think I need a lot of sales experience, mainly the relationship with customers. It is very simple to get a good relationship, which means that the maintenance of customer sentiment is our focus. Of course, being a salesman first means being an important person. To make products, I must first have a deep understanding of our own varieties. How can we communicate with others if we don't know our own affairs? Then there are five diligence, namely, brain diligence, leg diligence, eye diligence, mouth diligence and hand diligence. Everyone may know and understand these visits, and this is what leaders often preach, so I won't explain them here.
Sales should not only be the best, but also the best. People who try their best feel tired easily. Running around every day always feels that there is not enough time. By the end of the month, the sales volume has not been effective, and it is the most tiring. Dedicated people devote themselves wholeheartedly to it and regard it as the direction and interest of life. Although they are very tired, they can find their self-worth and sense of accomplishment and satisfaction from little by little. Their bodies are tired, but their hearts are proud.
Sales is a protracted war, and it is impossible to say OK once. We are prepared to fight a protracted war. We must have clear plans and steps when we look at our goals. No matter what you do, you should think twice before you do it, see if there are any omissions, and learn to reflect on yourself and make changes in your actions, so that you can do better in the future. "Failure is the mother of success", no one is perfect, it depends on how we look at ourselves. We should always adhere to a zero attitude and learn new knowledge and new methods to arm ourselves.
Quote a predecessor's words in his previous study, "Success = correct method+less empty talk+execution", I hope everyone can understand.
These are some of my experiences in my work. Many things seem difficult, terrible and far away, but when we make up our minds to do it well, looking back, it's actually not that difficult. The key is whether we have taken that step. Everyone is unique. Why can't we do what others can do? Believe in yourself, come on! You are the best!
The company's tomorrow is also our tomorrow. Since God arranged for us to meet in this team, it was our fate. Let's work for it. For the same goal, for the company, for us, I believe that the dawn of victory will eventually shine on us.
10 Our task was 60,000 in October, and we actually completed 20,000, which is 40,000 short of the task. Because we are responsible for door-to-door work, we still have a better understanding of customer processes. There are not many new customers this month, and the purchases of old customers have decreased.
At work, because I have always been cheerful and optimistic, there is nothing wrong with being a doorman. Some customers say that we girls and boys have a particularly good attitude, but our professional ability needs to be improved. My answer is that we really need lifelong learning.
Especially for Chinese medicine, it is a complex and huge system. For us now, interlacing is like a mountain. We have never been engaged in similar work before, and we have only been in charge for a few months. It takes a process to learn many things from scratch, so we are also actively trying to enrich ourselves.
To sum up, the monthly sales of X have the following points:
1, last month's activities suddenly bought a lot of customers, and old customers can only start with other products and channels. Generally speaking, there are many related products, but the promotion is limited. At the same time, some products, such as Wenyang Tongluo Drink and Baxian Porridge Cangzhou Store, have a limited variety, which cannot meet the individual needs.
2. Few new customers have been developed, and some are still in the understanding stage. For them, the most important thing now is to cultivate confidence and awareness of products.
3. We lack sales skills and knowledge of Chinese medicine, so we should strengthen our study and guidance.
On April 23rd, when teacher Bian came to Cangzhou to give a lecture, the sales volume was good that day. In addition, due to the good publicity before, more than 3000 sales were completed. Generally speaking, our store still lacks a prestigious personal brand.
But "don't make excuses to find a way" is what our store and I personally have always advocated. Maybe my ability is not enough, so I have been working hard, studying hard, working hard and living hard, so that every day is full of hope. Milu said, "Attitude is everything". To put it simply, my attitude towards work is to choose what I like and work hard for what I like. During this period of work, I don't feel that work is a burden, so I can devote so much enthusiasm every day to keep my passion and motivation.