Working experience of drug salesman 1
Under the correct guidance of the leaders, our company's work in 20__ years has reached various indicators. Now let's make a summary of all the work.
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. Due to the lack of medical experience, bidding quotations in various places often fail. At this point, our company conducts a profound review, often attends various medical conferences, learns some medical knowledge, and does various engineering courses when bidding, so as to improve its own quotation level and ensure the smooth completion.
3. 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 related fields:
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 some customers sell their goods locally, but the sales volume is not large. It is understood that 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. Most of the market has been occupied by previously opened products, and each hospital can only enter two specifications for each variety (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.
The sales situation of the winning products in the area that our company is responsible for is 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 customer's sales expertise.
In view of the above situation, our company has chosen a new sales method, and selected good products as the general agent in China to sell all kinds of commonly used drugs.
Three. working face
Our company, as the national distributor of the new compound folium isatidis produced by Weihai Institute of Life, is constantly exploring new sales markets. Secondly, the products sold by our company, such as rhubarb sodium bicarbonate tablets, sodium bicarbonate tablets, Huoxiang Zhengqi water, Xiaochaihu granules, compound Guazijin granules, quick-acting jiuxin pills, and Jizhi syrup, are also constantly exploring new sales areas.
In the new year, our company adheres to the concept of "being realistic, seeking truth from facts, becoming bigger and stronger", establishes new development goals of the company, adopts modern marketing means, strengthens market orientation, pushes terminal operation, establishes good cooperative relations with various production enterprises, and keeps in touch with new and old customers to achieve mutual benefit and win-win results.
Working experience of drug salesman II
20__ years have gradually gone. 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. 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.
Drug sales are the primary task of China Merchants. Although the sales work in these 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 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 their sales work more widely and improve the overall sales of the company.
Third, work hard and complete the work assigned by the company.
This year's drug sales are not ups and downs, but the work is also very complicated, including mailing customer information, telephone call back before and after selling customers, investigating agents, and daily chores of customers, such as inspection, fax information, marketing coordination, etc., all 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 research on drug sales 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 the aspect of drug sales, I increased my study on 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 in sales work, and I will try my best to sell drugs in the future, and do my bit to create a new world for the company's drug investment.
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 20__ 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.
Work experience of drug sales staff III
Time flies, time flies, a year has passed in a blink of an eye, and I have been doing business for a year and a half. I have learned a lot in this year's business, but there are also many shortcomings. In this year's career, I have worked hard and struggled; I gave up, I fell; I have had passion, anger and disappointment. But it's all over, good and bad and so on. Let me personally analyze the market below. If I do three things this year, let me make an analysis:
Personal analysis:
1, lack of business knowledge, especially the lack of understanding of the market and the company's drug prices, mainly because they did not consciously remember;
2. The control of accounts receivable is not strict, which leads to some customers' payment not being recovered in time, mainly due to insufficient tracking;
3. The planning of work every month is not very strong and the efficiency is not high enough;
4, doing things like being unhurried, a bit "procrastinating";
5. I still have my own set of feasible methods and strategies to do things by myself;
6. I can bear hardships, as long as I am willing, I am not afraid of suffering;
7, strong individualism, I always don't want to do what I think is meaningless;
Market analysis:
There are two local pharmaceutical companies in Cangnan market (Cangnan Hongtai Pharmaceutical Co., Ltd. and Cangnan Ounan Pharmaceutical Co., Ltd.). Their comparison with ours is as follows:
As can be seen from the above, the situation of our company in Cangnan market is not very good. Besides, Cangnan is the county with the largest number of pharmacies in Wenzhou. The competition is fierce and the price war is serious, so that the market is chaotic. More and more foreign small pharmaceutical companies have entered the Cangnan market, which has brought us greater pressure and challenges! !
If you do this this year:
1. Keep learning business knowledge and skills, especially drug prices, so as to improve your business level;
2. Strengthen the management of office colleagues, often communicate with them in time, and find and solve problems in work and life in time;
3. Analyze the customers and varieties in this region, determine the customers and varieties every month, and increase sales;
4. Arrange the monthly work reasonably, and plan what to do at the beginning, middle and end of the month every week;
5, strengthen the visit and understanding of big customers, close the relationship between each other, and get on well with the salesmen of big manufacturers.
6. Deal with the customer's affairs in time and enhance the influence of _ _ _.
Work experience of drug salesman 4
Time flies like a meteor in the sky. I hope I can seize this short moment. Unconsciously, I have been in the pharmaceutical company for a year. 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. But different products have different adaptation groups and different consumer groups. Different companies have different sales models. We must change from passive work to actively developing customers and many other concepts.
Second, the implementation of post responsibility
1. As a sales representative, my duties are:
2. Do everything possible to complete the regional sales task;
3. Strive to complete the requirements in the sales management measures;
4. Be responsible for strictly implementing all procedures of products;
5. Collect market information extensively and report to leaders in time;
6. Strictly abide by the rules and regulations of the company;
7. Have a high degree of professionalism and a high sense of ownership;
8, complete other work assigned by the leadership. Job responsibilities are the requirements of employees' work, and also the standard to measure the quality of employees' work. Since I have been engaged in business work, I have always taken my job responsibilities as the standard of action, started from my work bit by bit, and strictly demanded my behavior in accordance with 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 to analyze the market situation, existing problems and countermeasures, so that in daily work, after receiving the tasks assigned by the leaders, I can set out with my heart and finish the tasks on time on the premise of ensuring the quality of work.
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 understanding the task, on the one hand, we should carefully 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 seriously consider and supplement the marketing model.
Fourth, the current market analysis
_ Only one customer is in _ _. _ get three pieces of goods a month; _ Take three pieces a month. The original area of tiopronin injection is economically backward. However, the market potential is huge. Generally speaking, the market is more developed than the market. _ Market: a customer of cefixime chewable tablets produced in _ _ _ _ _ _ _ _ _ _ _ _ _ market: cefixime chewable tablets have _ _ customers, and tiopronin injection has customers in _ _ and _ _ regions respectively. Among them, the annual sales volume accumulated to _ pieces, and the sales volume in other regions was not satisfactory. Judging from the above sales data, _ basically belongs to _ market. Cefexoxime chewable tablets are basically blank in _. Tiopronin occupies less than one-third of the market. Judging from the economic and market norms of the two places, _ has advantages over _. 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.
Five, 20__ years of regional work ideas
1, for old customers and regular customers, we should always keep in touch and do a good job in customer relations.
2. While having old customers, we should constantly obtain more customer information from various media. (recommendation: all ways to contact the outside world are ok; For example _ _, _ _)
3. If you want to have a good performance, you must strengthen your business study, broaden your horizons, enrich your knowledge, adopt diversified forms, and combine learning business with communication skills.
Six, this year, I have the following requirements for myself.
1. More than _ new customers will be added every week, and there will be _ to _ potential customers.
2, weekly summary, big knot once a month, see what mistakes in the work, timely correct next time.
Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no concealment and deception from customers, so there will be no loyal customers. You and your clients agree on some issues.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6. Work attitude towards all customers should be the same, but don't be too modest. Make a good impression on customers and establish a better image for the company.
7. Customers can't ignore problems. They must try their best to help them solve these problems. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. Always say to yourself, you are, you are unique. Only by having a healthy, optimistic and enterprising work attitude can we complete the task better.
9, and other employees of the company should have good communication, team consciousness, more exchanges and discussions, in order to continuously improve business skills.
10. For this year's sales task, I will strive to complete the task of _ to _ ten thousand yuan per month to create more profits for the company.
This is a summary of my work this year. There will always be all kinds of difficulties in work. I will ask the leader for instructions, discuss with my colleagues and work together to overcome it. Make your own contribution to the company.
Working experience of drug sales staff
I have been in the business for almost a year. The following are some experiences gained during this period for everyone to share:
65438+ 10 month: Everything depends on people.
It took an old man a long time to "sweep the street" on behalf of one person. After more than half a month's stumbling, he became bolder and thicker, but his heart began to worry. Two students have successfully signed an agreement with the company and can stay in the company as employees, but myself, it seems, has not attracted the attention of the manager. It happened that the company was going to hold a product launch conference, and I was assigned two tasks.
1. Assist the assistant manager to purchase meeting supplies before the meeting;
I was in charge of the supply of banquet drinks at the meeting, but I didn't have a chance to face the customers. But I'm not complaining. Everything is in place and there are no mistakes. The next day after the meeting, the manager called me into the office alone, asked me to have a physical examination, and was willing to sign an agreement with me because he thought I was a responsible person.
Achievements: Successfully "marketed" yourself to the company.
February: Everything is difficult at the beginning.
After becoming an employee, I was assigned to Foshan, the headquarters of the company, responsible for the 100 terminal and four pharmaceutical companies. The person in charge of this market has left because of poor performance. So what is waiting for me? The following is my SWOT analysis (I regard myself as a product, hehe):
S (Advantage): No experience shows that I am a blank sheet of paper, and the market that I haven't done is also a blank market. From the beginning, there were infinite possibilities.
W (disadvantage): no work experience, pharmacy major, no marketing knowledge.
O (Opportunity): The new supervisor is the sales champion of the company last year and has rich practical experience. I will learn the most useful sales knowledge from him. The bottom of the stock market shows that there is a rebound opportunity, and the region is at the company headquarters. As long as it is done well, there will be development.
T (threat): The market supply channels in this area are chaotic and the prices are unstable, which brings more difficulties to the terminal work.
Achievements: In the first month when I started to calculate the task index, the number of shops was more than that in the first half of the year, but that was only because they were lazy, not because I was so powerful.
March: Do a line and love a line.
After more than a month's distribution, most pharmacies have started to operate our products, and only a few "die-hards" are still unable to move, and these pharmacies are large shops with bad local business. In order to purchase goods, I must visit customers more frequently and constantly explain the advantages of our products to them. "God helps those who help themselves". Finally, in a later interview, I found that one of the "die-hards" started to run our variety show. When I got home, I told my supervisor the good news. At that time, my supervisor said, "You will succeed because you have linked your work with your emotions."
Achievements: the distribution of goods has been basically completed, and the distribution rate is among the top three in the company.
April: With self-confidence, half the battle is won.
I got a bonus in March, which is a lot of money. I got so many bonuses in the first month that I became more and more confident in myself.
At first, it was for pure sale. The previous representative's monthly sales volume was only over 200, and my sales volume in the distribution stage was only over 700, but the goal was 1200. How do we achieve our goal?
Because our products are 1 in this field locally, there is usually no profit for selling good products, and we have no promotion activities, so the first promotion rate cannot be achieved. We can only seek breakthroughs in other areas, so I have the following ideas: 1, our products have two specifications, the big one is made by us, and the small one is the product that consumers buy on their own initiative. Our products are western medicines, which are cheap and can be used together with other Chinese patent medicines. So I worked as a promoter of other Chinese patent medicines and gave them some small gifts to introduce their own varieties and cooperate with our products.
Achievements: The sales volume of main products rose rapidly, reaching over 150% of the target tasks, ranking second in the company. Sales of other products have also increased to varying degrees.
May: Failure is a new starting point.
Stimulated by the sales growth last month, just when I was confidently planning to hit another peak, I suddenly found that my target store was full of goods. It turned out that although I knew nothing about pressing goods at that time, I unconsciously used the skills of pressing goods at the end of the month, but I failed to sell them well, so that there are so many goods in the terminal now. There is no choice but to continue to be a shop assistant, educate shop assistants and display. But at the same time,
Achievements: Affected by last month's inventory, only about 800 vehicles were sold this month, only 60% of the target was achieved. However, the average sales volume in two months has increased, so we also know the skills of using appropriate pressure to increase sales.
Joan: Do it, not discuss it.
Since the sales statistics in June haven't come out yet, the manager set the task index for the third quarter according to the sales situation in April and May. With the breakdown of work, I started to focus on output, and the number of target pharmacies was reduced from 100 to 60. But my index inevitably increased greatly, reaching the previous 166.6%-200%. However, I have accumulated previous experience.
Just when others were complaining that the target was too high to be completed, I gave them tasks that were absolutely possible according to the scale of my 60 pharmacies, and then transferred the amount of pharmacies that did not complete the task to pharmacies that exceeded the task according to the completion situation at the end of the month, and finally pressed some goods appropriately, so that the target was completed.
Achievement: One of the three people who can complete the task in the whole company, I chose to do it when others discussed whether the index was too high, so I had different achievements from others.
July: Three elements of OTC are indispensable.
After finishing last month's task, my terminal inevitably has some inventory. Fortunately, in June, I began to notice that the three elements of OTC (customer sentiment, display and clerk education) were equally important, and all aspects did their best, and the inventory was quickly sold out. Then, according to the method of last month, the index was decomposed into various pharmacies, and the task was completed again.
Achievements: I became the monthly sales champion of the company for the first time, and I completed the task for two consecutive months. Moreover, I also set a new sales record for a new product of the company.
August: Adapt to all changes and make yourself stronger.
Last month, I learned the good news that I became a sales champion, but I also heard the bad news that my supervisor resigned for family reasons. I learned a lot from my supervisor, who has been encouraging me. Will his resignation affect my performance?
Then I thought about it myself. He has taught me everything I can, and I have to understand the rest by myself. Moreover, my light can only appear without his light. Then this month, I should play.
Achievements: The main products remained the first, but the sales of other products generally declined due to the untimely payment of expenses.
September: Noe_cuse, execution is the key.
The task index of the new quarter has come down again, which is obviously unreasonable this time. According to the sales volume of last quarter, we should do more well and do less badly, but the bonus is linked to the completion rate. My index went up again. The manager has also spoken out, because the main product is far from the annual task, so now there can be promotional activities, but everyone's task must be completed 100%, even if the goods are pressed. I can't help it I have to do this. Now that the manager is dead, there is no excuse but to carry it out. Anyway, I already have experience in pressing goods, and I still have a way to measure this.
Achievements: Successfully completed this month's task, and gradually determined the position of the annual sales champion.
10 month: think more and further than others.
Because the main products were crushed to death last month, this month we shifted our focus to terminal construction and sales of other products.
As the sales in the area I am responsible for are good, the company is willing to allocate a sum of money for my storefront display. So, I seized this opportunity. Let the company feel satisfied with me, during which I used the GROW thinking mode:
G (Purpose): The company requires two designated products to be displayed on the terminal shelf to increase the brand awareness of the company.
R (How is it now): The main products have been well displayed, because I have been doing well. Other products are not well displayed because of OTC products, but the OTC logo, and health care products are not promoted.
O (what's the choice):
1. According to the company's requirements, you can buy an end stand to display two designated products. But it doesn't help my sales, and one end frame has four layers, so it's too wasteful to make only two products.
2. At the same time, use this money to make products that were not well displayed. However, OTC and health care products, internal medicine and external medicine cannot be displayed on the same end frame, but they can be displayed separately. Each product occupies an end shelf, which is not as effective as centralized display for brand building, but it is helpful for the sales growth of all products.
W (what to do): After thinking, I think the second scheme can get results and get more benefits as much as possible.
In the end, except for the second choice, I made five products, each of which won a position and a pile of exhibitions for our main product.
Achievements: The sales volume of main products decreased, but reached the minimum completion standard required by the company. Other products generally rose slightly. Although the display and stacking are different from the original intention of the company, they have won unanimous praise from the leaders.
165438+1October: Nothing is impossible in sales.
We have received a new task: because the sales of a new product of one of our chains have been unsatisfactory, we are facing the embarrassment of quitting. This chain store is located in Guangzhou, mainly a cheap store. Because my shop is doing very well, the manager asked me to make a model shop and avoid leaving. I only have one shop here. Before, because their distribution was always unstable and always out of stock for no reason, I never focused on it. This chain is notoriously uncooperative, and the reason why colleagues in Guangzhou can't do it well is nothing more than unreasonable cost sharing. Either all the goods are purchased, the commodity cards can't be bought in the store, or all of them are given to the clerk, but the sales volume has been affected because of the shortage.
Since I received the task, I have no excuse. I arranged the expenses reasonably and distributed them to the purchasing staff and the shop assistant according to the ratio of 2: 3, which not only ensured a steady stream of my medicines, but also gave the shop assistant the motivation to help me recommend them. Then I applied for additional promotion (since the manager asked me to be a model shop to avoid leaving the store, I naturally agreed), so that under the three pillars, my difficult shop was also settled by me.
Achievements: The sales volume of this product in our store increased by 100%, and the sales volume of other products also increased. The total score has not been counted yet.
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