Chapter 1: Summary of the year-end personal work of medical representatives in 2022 Looking back on the overall sales situation in xx 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 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 variety has also won the bid, and the price is less than that in the province. Although the situation is similar, I can enter several hospitals and have sales every month. The reason is that I think finding the internet 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, do my best to do enough work, improve my quotation 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 the 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 quotations of xx yuan and xxx yuan. Some customers sell their goods locally, but the sales volume is not large.
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 price-limited varieties 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, and the space that can be operated 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 operate. 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 sales specialty of the customer (the wrong person can't be found).
The goods were sent out for several days, but failed to reach the pharmaceutical agency in time. It should be avoided to make customers impatient.
At present, the agent can't pay the bill at the end of the year, and he doesn't want to press the position 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.
7. Unable to find the agent in need in time, the agent is more cautious about the product.
I think we should visit local pharmaceutical companies in detail next year to understand the needs of customers, make plans and distribute products to some customers with sales expertise. Unlike this year, the distribution company has ordered a lot, but there are only a few varieties that can really be made, and this will not lead to conflicts between different dealers on products.
Here, I put forward some sales suggestions for next year:
1. Bad service should be avoided. For example, after finding the guest room, only the goods are issued and the business is tracked. But the company needs to record some audio-visual products for product promotion, which is more conducive to publicity.
2, to avoid the problem of untimely delivery, usually the down payment is delayed and the cash on delivery is tight.
3, the price is not uniform, there should be a gradient price of provinces, cities and counties.
4. The tax bill is not timely.
5, which distinction to whom, you should let this manager track, constantly understand the market, and operate the market.
In terms of sales, it is suggested that the company consider increasing the network marketing mode on the basis of the original marketing. After all, the popularity of computers is getting higher and higher, which is beyond the reach of our telephone investment promotion method. Nowadays, drug dealers are no longer just looking for products by attending local drug fairs. Coupled with the economic crisis, the prospects are not very good. Now people are gradually changing their ideas and moving closer to the Internet, because the Internet has brought them convenience and speed.
If you represent medicine online, you can find it online as long as the customer is looking for a certain kind of medicine. Therefore, it is more accurate to lock in good manufacturers and brands. In telephone communication, the success rate is obvious Now is an information age, and the network has become a publicity channel that people can't ignore. It has a wealth of agent information, which is of great help to the market development and sales of products.
Chapter II: Summary of the year-end personal work of medical representatives in 2022. A few days ago, my boss took me to a private hospital to visit the manager of the purchasing department and talked 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 points worth learning: first, be clear-headed; 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 the customer from the many ambiguous information transmitted by him. 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, an American expert on motivation, once compared motivation to the starter of an automobile engine. Without a starter, the engine will never generate electricity. 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 capable people in the team, but on the least capable people in the team. 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 late 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!
Chapter III: The year-end personal work summary of medical representatives in 2022. Xxxx is coming. During this year, I learned a lot. I have a comprehensive understanding and a deeper grasp of the industry, thanks to the enterprises that accept my work, my leaders, my colleagues and my customers, because their help, trust, recognition and encouragement can make me love my work more.
Medical representative is a highly 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. Apart from daily visits and publicity, I don't know where I can make efforts and take many detours. From the initial confusion to today's calm grasp, it is inseparable from encouragement and support from many sides. One year later, I can't say that I am a new employee, I am already familiar with the market, and I should be familiar with most customers. I have to mention Mr. Shangguan's works here. It is because of reading his works that I have the confidence to face the pressure and difficulties. I know what is calm, confident and supercilious. I remember every time I went to the hospital, I came back empty-handed, even without a bottle of drink. This is my immaturity and failure. After teacher Li's tips and instructions, I gradually learned what respect for others is. Things don't need to be so expensive, and they don't cost you much. Sometimes it's just some fruit, a pack of cigarettes or even a newspaper. But that means that you respect others, so that others will respect you, and this represents my own intention, to know under what circumstances others will open their hearts to talk and communicate with you, and to learn to read and read. It is also important to plan the next day in advance. It's actually quite simple. In addition to writing well, before going to bed every day, you should think about your daily gains and losses, what you will do tomorrow, who you will see, what you will talk to them, and what kind of results you hope to get. Be as prepared as Mr. Shangguan.
Although I haven't made great achievements in my work in the past year, I have summed it up and learned it under the leadership of the leaders. In the new year, I want to make use of the skills I have now. I hope that with the support of leaders and the help of colleagues, I can make a plan for myself:
1, actively promote their own sales, try every means to use all favorable resources, and finally achieve the goal of one key to two keys for each product in the Second Hospital. Third-level hospitals such as Daye People's Hospital and Yangxin People's Hospital should reach three keys to four keys every month, and developed community hospitals should reach XX-XX boxes according to the actual situation. At the same time, make a more perfect visit plan and work in strict accordance with the visit plan.
2. With the help and cooperation of Teacher Li, actively develop hospitals of various sizes in the region, hoping to cover the whole Huangshi area and deeply tap and develop the potential. In the developed situation, we must do a good job of maintenance and follow-up, avoid unnecessary out-of-stock and out-of-stock behaviors, strictly observe and control, and make preparations for stocking under the coordination of the company and the hospital pharmacy department.
3. We should constantly strengthen business learning, read more product information and related business knowledge, broaden our horizons, enrich our connotations, and communicate with colleagues and Manager Cui to learn better ways and means.
4. Actively cooperate with Teacher Li, increase tacit understanding, communicate and coordinate the difficulties and obstacles faced, and learn the experience and methods in practical operation.
5, do what you can do today, put an end to carelessness, sum up in a week, and make a big knot in January. Correct mistakes in time and correct attitude.
Finally, I want to thank my leaders and colleagues again. I will use my actual performance to make the sales performance climb step by step. I also wish all colleagues and leaders a smooth new year's work and good health for the whole family, and make new contributions to the Wuhan office!
Chapter IV: Year-end Personal Work Summary of Medical Representatives in 2022 1. Strengthen study and constantly improve ideological and professional quality.
There is no end to learning, 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, 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 20xx 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 terminal sales customers, so it is also very troublesome to manage and the price will be very 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 investment locally. Business managers know the situation of agents very well, so they can not only recruit satisfactory agents, but also expand investment promotion 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 have completed it with my own enthusiasm, and I can basically work hard, with high quality and high efficiency.
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. Old work concept, no advanced work concept, low work enthusiasm, no 100% investment, no tension and relaxation.
The concept change is not in place, the work is rigidly adhered to the habit, and it is difficult to get rid of the bad work habits and style on weekdays. In today's 2 1 century, as a new supplementary force of the company, changing the concept 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.
Chapter 5: The year-end personal work summary of medical representatives in 2022. The year's work is coming to an end. I believe that at the end of the year, everyone has something to say, which is certain. Everyone has different ideas. Recalling a year's work requires constant efforts. Summarizing the work of the past year is also an incentive for yourself. 20xx years have passed and today is the beginning of a new year. I want to take this opportunity to make a summary of my work in the past year and make a plan for the new year.
First of all, thank you very much for your support and help to our work. I want to thank the leaders with warm applause! Thank you! Is this period of alternation between the old and the new the end of the year or the prelude to the new year? Is it the end or the beginning? It doesn't matter. The important thing is: the old year has experienced so much, loss and regret; I have gained and enriched ... but I still have a dream in my heart for the new year. Let me give you an example. It was very hot in summer when I was in the hospital on business. I used to bring them a watermelon and other fruits every time I went. It was a long time later. They said, Xiao Tao, don't be so polite next time you come, but I saw them eating watermelon, so I had to look for a knife everywhere. I used to eat only every time. Anyway, I took some when I got it. I thought, why not bring them a knife every time I buy watermelons? Later, I went. Since then, I have become a frequent visitor to their place, and I don't have to buy food every time. I have some food myself. Kill two birds with one stone, although it is only a small matter, but it is a big deal for them! The fourth mouth is to think of seeing, so in the end, we must say it. People always like to listen to nice words. You can say a few more words, but he feels comfortable psychologically. I'm going to be verbose here again. For example, we often go to other places and bring the local specialties in buy buy back to important customers. As for how to say it, I don't think I will say it. Everybody knows that. I remember that every time I went to the pharmacy department of the hospital, I didn't go empty-handed. Even if I have a bottle of drink, I must take it with me, because buyers like these little things very much. I basically go once a week, but every time the director is here, she doesn't want it or give me anything good. Although I said I didn't want it, I took it in the end. I went there again a few days ago and didn't know what to buy. I heard a friend say that there is a good shop in Ningbo to buy Huangyan oranges, so I ran over and bought two boxes. I went in when the director was here. He said if you do this again, don't come next time. I take it as a token of my gratitude, chief. I went to Taizhou to bring you some Huangyan oranges, which are very good. You can take them back to enjoy it. Not often. I'll call you if anything happens, or you can call me. Whether what he said is true or not, I feel much better psychologically. I will dare to communicate with him next time. Last time I went back from Xiaoshan, I brought her two boxes of dried radish. Sometimes these lies are also white lies. I can't help it, for work! Now that I am a handyman, I will send more messages to my clients when I have time. Some words can't be expressed in words, so it is better to express them in words. What festivals and greetings, a dime of information may also have unexpected results. At Christmas, I sent a message to all my customers. Although only 30% of my customers have replied to me, I am already very satisfied.
Finally, it was almost the fifth time, that is, the first five times. If you want to do it, you must make persistent efforts. If you succeed, failure is not terrible. I remember reading a sentence from a successful person. Strong, dedicated power to cheer for yourself; A person's life can't be smooth sailing, so from the moment you have self-awareness, you should have a clear understanding. A person's life is bound to have ups and downs. It is absolutely impossible for every day to be a good day, and every year is a good year. So when we encounter setbacks, don't be surprised and depressed, but try to take it for granted, and then treat it calmly and solve it. Although I haven't made great achievements in my work in the past year, I summed it up and learned it under the leadership. In the new year, I want to make use of the skills I have now. I hope that with the support of leaders and everyone's help, we can make a plan to develop some new products for ourselves while completing the sales of our main products. At present, the hospital I am doing is understandable. I will keep a certain amount of sales and try to increase sales. I will try my best to develop what my hospital has not developed as soon as possible.
I hope that in the new year, with the support of leaders, for individuals and for the company, let's go up a storey still higher together. Dear friends who are fighting in the front line of medicine, don't feel at a loss for the difficulties they are facing at present, but believe in their own efforts and create a brilliant tomorrow. Today, the young talent is showing sharp corners, and tomorrow is the lotus fragrance flying all over the pool! The year's work has ended, and we will continue to work hard in the coming year. This is a question that we have been unable to refuse. This is our summary at the end of the year. Every year has its own progress, every year will have its own growth! I believe everyone will achieve the most complete success in the new year!
Chapter VI: Summary of Year-end Personal Work of Medical Representatives in 2022 I. 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 variety has also won the bid, and the price is less than that in the province. Although the situation is similar, I can enter several hospitals and have sales every month. The reason is that I think finding the internet is more conducive to the sales and promotion of products.
3. Due to the inexperience of medical representatives, bidding quotations in various places often fail. At this point, I need to make a profound review, learn more about medical representatives in the future, try my best to do enough work when bidding, improve my own quotation, 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 the pharmaceutical representative market, faced with the further control of national drug supervision, distribution mode of drug hospitals and drug price management, the investment promotion of pharmaceutical representatives has been gradually strengthened, and many restrictive drug sales policies have been introduced, with quotations of xxxx yuan and xxxxxxxx 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 price-limited varieties 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, and the space that can be operated is very small.
In the province, the sales of the winning products in the xxxx 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).